Have you ever wondered why some people are so darn likable?
You know the type . . . you are at a party meeting new people, everyone is a little uptight, and along comes someone who you immediately relate to, who makes you and others relax, who you walk away and later say to your husband/wife/date . . . “I really liked that Bob. He was really nice.”
What’s going on here? It could obviously be very helpful to us as salespeople to understand as much as we can about this phenomenon. So let’s see what makes someone so likable. Read more
We have all run into this prospect . . . you have met several times and the vibes are good but the client just won’t pull the trigger. The reason: Fear. Specifically, fear of making a mistake. Decision procrastinators are much more afraid of the pain of making a mistake than the benefits of making a decision.
Once you have determined that you have a scared decision maker on your hands, you may need to counter in the only language he/she will really relate to . . . risk . . . and this can be done in a couple of ways. Read more
The customer is always right . . . right? Well, maybe not. Not, for example, if he is abusing your people or costing more than he is worth in unreasonable maintenance.
One of the keys to building a great sales team and a great company is to develop and motivate a group of happy and engaged people. Studies consistently show that happy people are more productive than unhappy people, and when a customer is working over our people and we do not support our folks, they can quickly lose trust and loyalty in the process. Read more
Confidence is one of the most compelling and contagious emotions in the human condition. It is easy to see why . . . life is full of uncertainty so it is unusual and immensely attractive when we run across someone who is supremely confident about a vision, an idea or a proposition. Read more
Psychologists have long known that small commitments can lead to big commitments. In one research study they asked homeowners to place a big campaign sign in front of their houses. Most of the homeowners who were being asked for the first time declined. However, most of the homeowners who already had said yes earlier and had small signs on their property agreed to place the big signs.
The idea is that when buyers begin to make small, positive commitments throughout the selling cycle, it is enormously helpful when the time comes to close the deal. Read more
I am a big proponent of sales training. It goes without saying that a salesperson must have absolute command of the pivotal benefits of his products and services to be credible and compelling when communicating with buyers. And to the extent he can pick up some new ideas and selling techniques from a training platform, all the better.
But after many years in and around the selling profession, do you know what I have found to be the most powerful developmental platform of all? Read more
Even prior to “social networking” on the Internet, most salespeople considered networking to be a top priority in the sense that the more people we know the more likely it is that someone can help us in our sales endeavors. But one distinction we have always tried to make is that “networking means nothing” if the result is a passive list of acquaintances as opposed to an active and energized list of true business colleagues and associates. Read more
People often ask me when it is best to present when competing in a proposal process . . . first, middle or last. The answer, if you can arrange it, is last. The reason is based on something psychologists call the “recency effect.” Read more