I just re-read a great book on body language. A lot of it is the basic stuff most of us as salespeople know, but I picked up an interesting nuance I think is worth sharing.
We know that a prospect who is sitting and listening with his arms crossed probably means he is not being receptive, but did you know that there is a bit of a chicken/egg technique we can use to open him up? It goes like this. Read more
We moved recently and wanted to engage a lawn service for deeper maintenance, weed control and the like. Having just moved, we have been vetting and hiring all sorts of new service providers so we are experiencing a broad spectrum of service quality.
In this case, I was surprised and pleased with follow up. This was one of those bigger companies . . . probably a franchise . . . and the local folks have been very well trained. The consultant who showed up for the initial review was personable and knowledgeable. But what impressed me most, in terms of sales, was their appointment setting and follow up call system. Very systematic and persistent without crossing the line. And the calls were not being made by the consultant . . . she was busy making more in person sales visits.
This combination of a strong salesperson supported by good customer service reps can provide great results in certain situations and may be well worth looking into for your company. Read more
Just for fun, I watched a set of highlights from Ronald Reagan speeches recently. This is not a political observation . . . strictly from a communications perspective.
Reagan is generally considered by historians to be a great presenter. I actually saw him twice in person and agree. Breaking it down for those of us who also make presentations, I noted several appealing things about his approach: Read more
People are talking about whether or not digital marketing will replace salespeople. Well, radio advertising did not replace salespeople, TV advertising did not replace salespeople and digital marketing and advertising won’t either.
Like earlier forms of promotion, smart companies are using digital marketing to set up salespeople and the closing process, and the data shows that they work best together. Read more
We like to talk in our workshops about the incredible power of keeping things simple. We are all overwhelmed with information in the digital age and one way to really stand out and often appeal greatly to prospects and customers is to reduce the noise and just deliver straight answers and provide no nonsense, great service. Read more
Check out the following set of random words:
water, life, dog, line, home, mouse,
field, ball, apple, sheep, head, rabbit,
bone, goat, maharishi, hill, cow,
oar, donkey, crop, wing, door.
Did any word pop out at you?
Most people will say the word “maharishi” stands out. Why? Read more
Maybe I’m just on a streak, but it seems like I have been experiencing more and more salespeople/service providers who overpromise and under deliver, coming back after the fact with arguments about schedule and cost.
I am getting the feeling that this is part of some companies’ strategies but “SELLER BEWARE!” Read more