Give to Receive

 
Have you ever wondered why big brands like Walmart and Procter & Gamble give away free samples?
 
Yes, they want us to try a product, but there is a deeper psychology in play called “the reciprocity principle.”
 
The reciprocity principle, at least in our culture, states that when we receive something, we feel compelled to balance the scales by giving something back. Read More

The Cost of Delay

 
One very powerful way to move a procrastinating prospect along is to sit down with them and determine the cost of delaying the purchase decision.
 
This is not an “in your face” technique, but rather, a consciousness-raising exercise that can go something like this: Read More

The Highest Level of Selling

 
There is an old saying that is just about the purest description of selling at the highest level there is . . .
 

“If you can grow my business you can have my business.”

 
Think about that for a moment, because when we cut through all the levels and layers and get down to what really drives the whole transaction dynamic, this really is the bottom line.
 
And it is the level, by the way, where the most important people in any given company live and breathe every day.
 
Often, our value propositions fall short of connecting to how our products and services can help a client grow their business. Read More

Persuasion vs. Bias in Selling

 
I read an interesting article in the Ladders recently on persuasion. One thing that caught my eye, that reinforces something we emphasize in our workshops, is how difficult it is to try to change someone’s pre-existing beliefs. And if we try to engage in a sale on those grounds, we are almost certain to be rejected. 
 
Here is what I mean. Read More

Keep Calling!

 
I was working with a young salesperson the other day, going through his client pursuit routine.
 
He said he contacts prospects three or four times, and then drops them from his active list.
 
Here’s the problem.
 
Some of the best salespeople work for nonprofits. Their research shows that it takes an average of seven touches before a donor actually signs a check.
 
All buyers fit into three categories. Read More

Why Great Salespeople Matter More Than Ever

 
There has been a lot of discussion about how social media and technology are making salespeople obsolete. Particularly in areas in which personal communication and relationship building were traditionally important.
 
I see things differently. Read More

Price Objection – A Misnomer

In the business context, a price objection is a challenge of value and a risk/reward analysis. Consider this.
 
What if you were trying to convince someone to buy something from you and you said,
 
“I have a deal for you. You see this money I have in my hand? It is $1,000. If you will hand me $1,000, I will immediately give it back to you along with the $1,000 in my hand . . . a 100% return.”
 
How do you think the buyer will respond? 
 
Of course he will say yes. 
 
Why?  Because he has stopped thinking about cost and he is focusing on the low risk, high return of the proposition.
 
In fact, he is probably hoping you can do it again, or raise the amount of the investment.  The “price” is long gone as a hurdle.
 
The exact same dynamics are in place in every sale.  We set a price, the buyer sizes up the risk and the reward, and if he likes the deal he will close. 
 
So why is it so hard?  Read More

A Tale of Two Ticket Agents

  
I just got back from a trip. I was delayed in Pittsburgh on the way back to Austin through Dallas. The delay was almost certainly going to blow my 2:35 P.M. connection in Dallas, so I approached the desk at the gate for options.
 
There were two agents:
 

1. The first one looked at me grumpily and said, “I cannot help you.  I can only work on tickets with connections up until 2:30 P.M. (Remember . . . mine was at 2:35 P.M.).”  I said . . . “Have you ever flown through Dallas? Their taxi time is long and the train loop is slow, there is no way I will make this connection.”  She looked right past me and said “2:30 P.M. cut off . . . NEXT.”

Read More

Shhhhhhh . . . .

 
I never thought I would see the day that common decency would be a compelling differentiator for a salesperson, but I think it is here. 
 
The media has gone berserk on all sides and people are yelling and screaming at each other like never before.  Read More

A Powerful Selling Lesson from an Unlikely Source

As some of you know, there is a movie out about Fred Rogers who created and delivered Mister Rogers’ Neighborhood for kids for many years on public television.
  
It is getting five star reviews across the board for its surprising and powerful story of the man and his life’s work.
  
At one point in the movie, when Congress is threatening to pull the public television budget, Rogers is asked to testify in front of a jaundiced congressional committee.  Read More

5 Reasons Why Top-Performing Salespeople are so Special

Are you performing well on a sustained basis as a salesperson?
  
Congratulations! You are very special! 
  
Here is why:

1. Less than 20% of the general population has the unique set of non-teachable personality characteristics to succeed as a salesperson.

Read More