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
Happy New Year Everyone! Here is a quick thought for us all as we approach the new business year fresh and raring to go.
When we interact with people, do we add energy or do we draw energy from their lives? The reason I ask is because people who add energy are always welcome. People who draw energy tend to be quietly replaced over time. Obviously our goal as professionals who sell through relationships is to be a person who always adds energy in the course of our interaction with our clients and prospects. Read more
We’d like to take the opportunity this week to say Happy Holidays to you all. We wish you the best this holiday season. We will resume our regular blog posts in the new year. Thank you for your loyalty and continued support of Mr. Shmooze. Cheers!
We all know that price objections go with the territory when we sell for a living. Some salespeople I know dread them but that should not be the case. Actually, when a prospect inquires about price, it is usually a signal that the prospect is interested enough to care, a good first step in the communications process. Still, we need to be ready when price comes up, and here is one technique I have found to be very helpful over the years. It’s called “backing up the camera.” Here is what I mean. Read more
It probably does not surprise you to know that according to psychologists we all wear masks. Our masks show the world the type of person we want people to believe we are at any given time. Generally, accountants act like accountants and lawyers act like lawyers in a business setting. But there is always a lot more going on than meets the eye. And if we can figure out what our buyers are passionate about emotionally, and relate to them in that world, we will usually be welcomed as both business colleagues and as friends. Read more
How many times have we called clients, or been called ourselves as customers, and we start out the call by saying, “I was just checking in?” Just checking in is fine for personal calls to friends or family, but when it comes to business, it is a sign to me that there is no real purpose to the call and it can actually be quite distracting as opposed to supportive of the relationship.
In this week’s video, we talk about making calls with a purpose, and preparing for client calls around four possible themes . . . power, profit, problem solving and personal passion. The idea is that if we do not have something to add to any of these categories, we are not really prepared for the call and should not call until we can touch on one of them. Read more
The other day I walked into a burger joint after working out (figured I had earned it). I still had my workout clothes on and the kid at the counter said, “Do you play basketball?” I said, “I played in college a thousand years ago.” He said, “Well it looks like you are still playing . . . you are in great shape.”
Bam! I don’t know whether the kid had been trained to find a way to make a compliment or was being spontaneous but guess what? It didn’t matter. I skipped out of the restaurant feeling better than when I had walked in. From one simple sentence.
Dale Carnegie has sold over 10 million books on winning friends and influencing people. Do you know what he recommends if you want to be the most popular person in the world? Read more
The many people who are involved in our Mr. Shmooze community are interested in dynamic customer relations. Most of you spend a lot of time trying to enhance those relationships both personally and as a smart and enjoyable way to do business. But how do we know we are actually making progress with our customers for all the energy and activity we are putting into it. Here is something we like to do to add some discipline to the process.