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.
I flew back to Austin from Chicago yesterday. Long trip, tired, just like the rest of you road warriors. Since the weather is changing I took my leather jacket for the first time since last winter . . . a nice one and my favorite. Got off the plane, went down to the cab stand and, of course, no jacket. I left it on the plane. I ran back up to the ticket counter . . . big lines and a long line to re-enter security. I was stuck. Read more
So you have just spent 30-60 minutes with an important prospect. You have covered a lot of ground and there has been some great interaction, but you are a little worried that there is so much information in the air that it may become diluted after you leave. Here is a great closing line to be sure that does not happen. Read more
Social networking can be a great tool. It can accelerate the number of contacts we have and it can expose our products and our ideas to a large audience. What it does not do as well as face communication is sell and close. Put another way, social networking really is not “selling,” in its purest sense, it is marketing, and marketing has never replaced selling in any medium, including on the web. Read more
I know as salespeople you have already heard how important listening is and that you consider yourself a good listener, but I am defining listening differently here so . . . listen up!
It is natural for us, as salespeople, to engage our prospects and customers on a business level and then listen for their business needs, which hopefully our products and services can help them address. And that’s great, but what about their emotional needs? Read more