I read an interesting article in the Ladders recently on persuasion. One thing that caught my eye, that reinforces something we emphasize in our workshops, is how difficult it is to try to change someone’s pre-existing beliefs. And if we try to engage in a sale on those grounds, we are almost certain to be rejected.
Here is what I mean. Read more
I was working with a young salesperson the other day, going through his client pursuit routine.
He said he contacts prospects three or four times, and then drops them from his active list.
Here’s the problem.
Some of the best salespeople work for nonprofits. Their research shows that it takes an average of seven touches before a donor actually signs a check.
All buyers fit into three categories. Read more
In the business context, a price objection is a challenge of value and a risk/reward analysis. Consider this.
What if you were trying to convince someone to buy something from you and you said,
“I have a deal for you. You see this money I have in my hand? It is $1,000. If you will hand me $1,000, I will immediately give it back to you along with the $1,000 in my hand . . . a 100% return.”
How do you think the buyer will respond?
Of course he will say yes.
Why? Because he has stopped thinking about cost and he is focusing on the low risk, high return of the proposition.
In fact, he is probably hoping you can do it again, or raise the amount of the investment. The “price” is long gone as a hurdle.
The exact same dynamics are in place in every sale. We set a price, the buyer sizes up the risk and the reward, and if he likes the deal he will close.
So why is it so hard? Read more
As you might surmise, our Mr. Shmooze community includes all sorts of people who are interested in selling and communications including business owners, sales managers and salespeople.
Historically our focus has been on helping salespeople ply their trade, but over the years many of you have asked if we have anything specifically for owners and managers . . . something that can help you develop your strategies and build outstanding sales teams.
Because of this, I wanted to announce in today’s post our new, online course entitled, The Best Damn Sales Manager’s Guide Ever! Read more
I just got back from a trip. I was delayed in Pittsburgh on the way back to Austin through Dallas. The delay was almost certainly going to blow my 2:35 P.M. connection in Dallas, so I approached the desk at the gate for options.
There were two agents:
- The first one looked at me grumpily and said, “I cannot help you. I can only work on tickets with connections up until 2:30 P.M. (Remember . . . mine was at 2:35 P.M.).” I said . . . “Have you ever flown through Dallas? Their taxi time is long and the train loop is slow, there is no way I will make this connection.” She looked right past me and said “2:30 P.M. cut off . . . NEXT.”
As some of you know, there is a movie out about Fred Rogers who created and delivered Mister Rogers’ Neighborhood for kids for many years on public television.
It is getting five star reviews across the board for its surprising and powerful story of the man and his life’s work.
At one point in the movie, when Congress is threatening to pull the public television budget, Rogers is asked to testify in front of a jaundiced congressional committee. Read more
Are you performing well on a sustained basis as a salesperson?
Congratulations! You are very special!
Here is why:
- Less than 20% of the general population has the unique set of non-teachable personality characteristics to succeed as a salesperson.
Your company probably uses some sort of CRM program like Salesforce.com, which is great, but I have a question for you.
Besides logging in meeting notes, quotes and other business data, do you have a confidential place you establish and maintain the personality/emotional profile of your clients and prospects?
- What kind of buying personality do they have?
- Are they innovators or risk adverse?
- Do they like to get right to the point or do they like data?
- Do they enjoy forming personal relationships or are they suspicious of doing so?