“For God’s sake, don’t say ‘yes’ until I’ve finished talking.” -Daryl Zanuck, Film Producer Selling is not about you talking, it’s about the prospect talking–even during your presentations. Important things happen when the prospect speaks. You’ll learn more about the prospect’s problem when she is talking. You can learn why the prospect is […]
There’s a lot going on in The Perfect Sales Call (PSC). This important interaction involves dozens of power phrases that must be properly tested and delicately timed. Verbal cues must be matched by corresponding non-verbal cues, depending on whether the interaction is a phone call or a physical meeting. Of course, tone delivery, and timbre […]
The telephone–our oldest selling tool is still a good way to get the job done. The very first telephone call was a harbinger of things to come. Most everyone knows that Alexander Graham Bell invented the telephone, but you may not know that his first words on the instrument were to his assistant, Thomas A. […]
No matter how you earn a living, you are in the selling business. In fact, your ability to persuade is central to your success.
That’s why you must know how to deal with objections.
Strong selling is the life blood of every thriving organization. Yet, surprisingly few salespeople treat their vocation as a trade-craft. Effective salespeople maintain contact with their sales network. Successful salespeople view rejection as temporary. They constantly work to uncover and deal with objections. Here are 5 Cool Ideas for stronger sales. 1. Network “five deep.” […]
Effective marketing is not easy. The art of psychological attraction is a sophisticated mix of language, imagery, and delivery. To complicate matters, we all don’t agree about what constitutes good marketing. Some people prefer subtle messaging, some love the audacious approach. Notice that the accompanying photo doesn’t have a caption or a call-to-action of any […]
Sales are the lifeblood of every organization, right?
Even non-profit businesses and Rotary clubs must generate revenue in order to survive.
And yet, it seems to be getting harder and harder to sell. The government instituted a “Do Not Call” list in 2008. Savvy prospects are often one step ahead of the salesperson. Sales expert Jeffrey Gitomer is right when he says, “People don’t like to be sold to.”
Most people think that the selling process occurs during the presentation. Yet experienced sellers know the buying decision is often made before the presentation takes place. I call this concept “pre-selling.” Here are some reasons why a prospect might decide to buy before a salesperson ever calls: Reputation of the salesperson’s company Salesperson’s reputation Word-of-mouth […]
The cardinal sin of selling is not knowing when to walk away. Learn how to avoid unhappy deals so you can sell more efficiently and perfect your trade-craft.
I was on a layover at the Dallas/Fort Worth International Airport and had a little extra time for a shoe shine. The enterprising vendor had posted a simple sign promoting his services. A shoe shine was $5 and a spit shine was $7. Forgetting for a moment that the man was charging $2 for spit, […]
Anyone can close a deal by reducing the price. But, a lower price means less revenue and a lower sales commission. Even if you don’t care about margins, your sales manager probably does care because her commissions and bonuses are derived from your numbers. There’s an even more important reason to not concede on price. […]
If a purchase is the best thing that can happen as the result of a sales call, an objection is the second best thing that can happen. An objection is the reason why the prospect does not agree to purchase. Of course, the prospect may have multiple objections. Know that you don’t necessarily have […]