My preferred hotel chain was booked recently so I scanned online for a new one. I found one nearby with a competitive rate and made a reservation. The stay was fine, but when I checked out, there were two “gotcha” surprises. Read More
Have you ever wondered why some people are so darn likable?
You know the type . . . you are at a party meeting new people, everyone is a little uptight, and along comes someone who you immediately relate to, who makes you and others relax, who you walk away and later say to your husband/wife/date . . . “I really liked that Bob. He was really nice.”
What’s going on here? It could obviously be very helpful to us as salespeople to understand as much as we can about this phenomenon. So let’s see what makes someone so likable. Read More
We have all run into this prospect . . . you have met several times and the vibes are good but the client just won’t pull the trigger. The reason: Fear. Specifically, fear of making a mistake. Decision procrastinators are much more afraid of the pain of making a mistake than the benefits of making a decision.
Once you have determined that you have a scared decision maker on your hands, you may need to counter in the only language he/she will really relate to . . . risk . . . and this can be done in a couple of ways. Read More
The customer is always right . . . right? Well, maybe not. Not, for example, if he is abusing your people or costing more than he is worth in unreasonable maintenance.
One of the keys to building a great sales team and a great company is to develop and motivate a group of happy and engaged people. Studies consistently show that happy people are more productive than unhappy people, and when a customer is working over our people and we do not support our folks, they can quickly lose trust and loyalty in the process. Read More
Confidence is one of the most compelling and contagious emotions in the human condition. It is easy to see why . . . life is full of uncertainty so it is unusual and immensely attractive when we run across someone who is supremely confident about a vision, an idea or a proposition. Read More
Happy New Year Everyone! Here is a quick thought for us all as we approach the new business year fresh and raring to go.
When we interact with people, do we add energy or do we draw energy from their lives? The reason I ask is because people who add energy are always welcome. People who draw energy tend to be quietly replaced over time. Obviously our goal as professionals who sell through relationships is to be a person who always adds energy in the course of our interaction with our clients and prospects. Read More
The Mr. Shmooze team would like to thank all of you for your support in 2014 and take this time to wish you a Happy New Year! May all your sales endeavors be met with huge success in 2015. Cheers!
We’d like to take the opportunity this week to say Happy Holidays to you all. We wish you the best this holiday season. We will resume our regular blog posts in the new year. Thank you for your loyalty and continued support of Mr. Shmooze. Cheers!
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
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