I went to get a new driver’s license recently in a new state. Very tough process . . . lots of extra technicalities and as you might expect, a series of bureaucrats who were experts at saying no and sending you down the line. Except for one . . . Maria. Somehow, while the other grumpy clerks shuffled me around because they allegedly could not help me beyond their little box, Maria took me under her wing and personally knocked down one administrative barrier after another. Read More
Over the years many salespeople have asked us about the potential issue of being too pushy as a salesperson. Each situation is different, but as a general rule, when we are following up with prospects, we like to keep adding fresh knowledge and ideas to the dialogue. We figure our follow up will be welcome so long as we continue to add value in the form of updates and information whether the buyer is quite ready to pull the trigger or not. Read More
Elevation is one of the main themes we stress in our books and workshops.
Elevation is the art of taking any element of our communications and relationships with our clients, and making it special . . . then doing it again and again. Here is an example. Read More
I went in for some new glasses recently. They said they would be ready in an hour. I came back in an hour and they were not ready. I waited another 15 minutes. Nothing. Finally at the 90-minute mark, out they came.
This may not sound important but it’s a big deal. We are much better off under promising and over delivering when it comes to sales and service than promising something we cannot deliver. Read More
Surveys are constantly being done on why clients leave. If I asked you to guess, you might say price . . . that is what I thought . . . but that is not the answer. The answer is clients feel they are not being paid enough attention to.
Whoa! That is a really, REALLY big deal because it means that if we are doing our jobs, Mr. Shmooze style, we should never lose a customer. And now that I think about it, and scan back to the greatest salespeople I have ever known, they really don’t lose customers. Why? Because they turn their customers into lifelong friends. Read More
A friend of mine just sold his house. He used two agents.
The first agent listed the house. Held a couple of open houses. Stepped back. Never came to house personally in between showings and was usually not present at showings for personal pitch. Kept recommending lowering price. House sat. Read More
We know that at least 50% of face-to-face selling is contingent upon the buyer’s feelings about the salesperson. That means as salespeople, we should be just as concerned about our image and our “personal brand” as we are about the products and services that we sell. So how important is personal branding? Read More
A sales cycle often runs well past the formal close and includes a critical period up to the actual delivery of the product or service . . . a period when a buyer may back out of the deal (the famous “buyer’s remorse.”) A strong way to pre-empt buyer’s remorse, or any other problem for that matter, is to keep in close touch with the client as contracts and logistics are finalized, and by also reinforcing the buyer’s original, positive emotions behind the purchase. Read More
Most of us are attracted to charismatic people and certainly charisma can be very powerful in the context of sales. So what is behind this “magical” quality and is it something people are born with or can it be developed? Read More
The number one characteristic buyers look for in a salesperson is CONFIDENCE!
In fact selling has been described as the transfer of confidence and enthusiasm from one person to another. Confidence is contagious! So as salespeople, how do we establish and exude maximum confidence? By becoming absolute experts about that which we are selling! Here is what we mean. Read More
When we work with salespeople, we often start out by asking them to give us their pitch. We would say that well over half the time, they start out something like this:
“Thank you for inviting us here today. We would like to start off by telling you a bit more about who we are and what we do. Our company has been in business for 45 years, etc., etc.
” Stop right there! Read More
We took three Moms to one of the nice steakhouse chains for brunch Sunday. Mother’s day is traditionally one of the biggest sales days of the year for restaurants so you would have thought that they would be geared up and ready to go. Nope!
The car hops were rude. The hostesses were snippy. The waiters were grim and over-taxed. And . . . wait for it . . . the food was cold and tasted mediocre at best. Read More
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