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Sales Trivia Questions and Quick Reminders!

Here are five sales trivia questions:
1. When you have a choice about what order to present in a competitive presentation scenario, when should you choose to present?
2. In a typical 60 minute sales call, how many minutes did researchers find the salesperson talked versus the client?
3. Where is the best place to sit in a one-on-one lunch with a prospect or client? Read more »


Do You Have a Blind Spot? 

I have a service provider that unfortunately I depend on but, guess what; every time I talk to him he puts me in a bad mood.  He is a grump – pure and simple – complains a lot and never has a good word to say about anybody. It literally takes me a half day to recover from the toxin he injects into the atmosphere. I know, I could stop using him, and I will, but I need him for now so I am tolerating it. But here is the real lesson for today’s column . . . he has no idea he is doing it!

You see, this fellow is a decent guy . . . he is not physically doing anything wrong and I am sure he thinks that by simply delivering what I am paying him for, he is fulfilling his obligation in the relationship.  But, of course, his business is not growing and he is unhappy to boot, so it is not going to be a good outcome for him in the long run. His blind spot is killing him (and everybody else he interacts with).  So the question of the week is: Do you have a blind spot? Read more »


Does Your Message Include “Concrete Imaging?”

Authors Chip Smith and Don Heath cover an interesting selling dynamic in their book, Made to Stick. The authors cite all sorts of research and findings about how the buyer’s memory works, and there is one point in particular that stands out to me as a salesperson. That is:

“Our buyers are much more likely to remember an important part of our value proposition if it is communicated to them in concrete rather than abstract imaging.”

Here is an example. Read more »


“No Problem.” Or is it?

I am going to split a hair here so I do not expect everyone to buy in, but when it comes to selling, small things add up to big differences.

When someone says “Thank you” to you, do you respond, “No problem,” or do you respond, “You’re welcome?”  

The reason I ask is because a lot of people, particularly younger people, are using “No problem” as the default response. That may be fine in a casual conversation, but it has some definite, subliminal disadvantages in the business context.  Read more »


PowerPoint to a Point

A lot of salespeople use PowerPoint to present. A projected PowerPoint presentation can obviously be helpful when speaking to a group.  But when I meet with a prospect one-on-one, I prefer to sit next to him/her and flip through printed PowerPoint slides together. Here is why. Read more »