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Beware of “The Chiseler”

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We have all run into professional “chiselers” . . . experts at asking for ever more service for the same price. It’s actually a highly refined technique taught in most negotiating courses.
 
“Chiselers” thrive on weakness. If they sense any weakness in your position, they will exploit it. 
 
Conversely, if you are delivering good service at a fair price, or remain certain about your value proposition, they will usually back off when they do not smell fear. Read More

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 Posted on June 5, 2019 by

 Sales Best Practices, Uncategorized

What Game of Thrones Taught Us About Customer Service

GOT
 
Game of Thrones was a cultural phenomenon. It attracted and energized people from all over the world who fully invested in the show’s dramatic story line, extraordinary writing, riveting characters and fantastic actors.
 
For seven years it built and captivated its huge audience with world-class engagement. And then came season eight.
 
The media industry has never seen anything quite like it. The drop off in storyline, character development and writing were the topic of criticism around the world. People wondered how such a hard won, beautiful journey could fall off so abruptly.
 
What happened? Read More

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 Posted on May 29, 2019 by

 Sales Best Practices, Uncategorized

Curiosity – A Powerful Sales Tool

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Curiosity is a particularly strong human trait. It is a hardwired survival trait that has been a part of our progression over thousands of years.
 
And it can be leveraged in very effective and powerful ways in the context of sales.
 
Let’s say you are selling a major piece of equipment. You could say something like: Read More

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 Posted on May 21, 2019 by

 Sales Best Practices, Sales Presentations

Grab Your Audience’s Attention with Your Very First Sentence

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I cannot tell you how many sales pitches I have heard that start out something like this:
 
“Good morning. Thank you for having us here today. We’d like to start out by telling you a little about ourselves.”
 
 Noooooooooooooooooooo! 
 
Street law: When we start out a speech or sales presentation by talking about “us,” here is what the audience is “really” hearing: Read More

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 Posted on May 8, 2019 by

 Sales Best Practices, Sales Presentations

People are Born with Charisma Right? Wrong!

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We all know charisma when we see it. The energy. The magnetism. The star quality.
 
It seems so natural that our intuition might tell us that charismatic people are simply born that way, but psychologists tell us that this is absolutely not the case.
 
Charisma is primarily a learned characteristic. Read More

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 Posted on April 23, 2019 by

 Sales Best Practices, Uncategorized

Iron Will to Win!

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Every once in a while, something special happens on the sports scene that really captures our imaginations and lights up our emotions. 
 
For many of us, we experienced one such moment this weekend when Tiger Woods won the Masters.
 
First of all, for anyone who has experienced nerve pain in the back and legs, you know that it can paralyze you and completely ruin your life. 
 
Tiger could not get out of bed without help in the morning, and he pretty much had to lay on a couch all day and not move as he experienced the worst of his back issues.  After several surgeries and relapses, he finally found a doctor who was able to fuse vertebrae and remove the pain, but that was just the beginning of his comeback.
Read More

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 Posted on April 17, 2019 by

 Sales Best Practices, Uncategorized

Managing the Power in a Buyer/Seller Relationship

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We are involved in many relationships in our lives . . . spouses, co-workers, friends. And within the scope of these relationships, the power ebbs and flows depending upon the dynamics therein.
 
But there is one relationship in which the person with the power is naturally defined. That is, the buyer/seller relationship.
 
In this case, and we all get to take this position from time to time, the buyer is naturally, or at least should be, in the more powerful position. Read More

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 Posted on April 9, 2019 by

 Sales Best Practices, Uncategorized

Sharing Responsibility with Your Buyers

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Has this ever happened to you? 
 
You close a great sale, only to get bogged down in delivering your product and service to finish the deal by issues on the buyer’s side . . . ultimately making you look bad in the process.
 
Here is how to avoid that scenario. Read More

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 Posted on March 26, 2019 by

 Sales Best Practices, Uncategorized

Art Meets Science

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The underlying, core foundation of Mr. Shmooze is that the ability of one person to make another person feel better is at the center of all successful communications.
 
From Ronald Reagan, Oprah, Tom Hanks to the world’s greatest salespeople in any profession, making the person you are talking to feel better is fundamental.
 
Remember, we are not advocating substituting intellectual competency with the art of elevating feelings, but the point we always make is that great salespeople are masters at both the intellectual and the emotional sides of the selling equation. Read More

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 Posted on March 19, 2019 by

 Sales Best Practices, Uncategorized

Sales Training: The Balancing Act Between Art and Science

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Since part of my business requires buying as well as selling, it’s great fun for me to sit in on sales presentations and absorb them both as a buyer and as someone who advises people about selling.
 
Last week, I caught someone using a familiar selling technique from a well-known sales training company. 
 
That was OK, but here is the issue . . . they were following the program like robots . . . 123, 123, 123 . . . neglecting to embed it into a more natural discourse.
 
And, when I decided to have some fun and throw them off the delivery channel, they became confused and rattled.
 
Here is my point. Read More

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 Posted on March 12, 2019 by

 Sales Best Practices, Sales Presentations

Do Customers Lust After Your Product?

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We have talked a lot about the fact that buying is an emotional decision.
 
While people will analyze the intellectual exchange of ideas with one side of their brain, they ultimately turn to the emotional side to pull the trigger.
 
That is why it is not enough for our customers to merely want our product . . . they need to desire it . . . to literally lust for it.
 
So, how on earth do we create that kind of emotion in a B2B environment? Read More

 1 Comment

 Posted on February 26, 2019 by

 Sales Best Practices, Uncategorized

Don’t Let the Honeymoon End . . . Ever

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There is a natural pattern that often occurs after a sale. Everyone is euphoric at the close, there is often a lot of communication for 30 days or so setting things up, then . . . silence.
 
Now, while there is no way to maintain the peak level of intensity that went into the final days of the transaction, buyers usually suffer a bit of a letdown or “buyer’s remorse” when the relationship downshifts a bit.
 
This can be a vulnerable time when they may tend to tell others that “the salesperson was my best friend until he closed the deal.” Read More

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 Posted on February 19, 2019 by

 Sales Best Practices, Uncategorized

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