Here is a quick but very powerful selling tip:
When you are speaking to a client and he or she says something that is obviously a key element of the sale, pause for a moment and repeat the point back to them.
Here is an example…
Client: “Security is really important to me when it comes to handling this material.”
Pause Read More
I read an interesting article on Jerry Seinfeld who is obviously famous as an entertainer, but is also incredibly successful as a businessman with multiple ventures and a net worth of over $900 Million.
One of the things that caught my eye that we can relate to as salespeople is that when asked about the success of his hit TV show Seinfeld, he replied, Read More
My column goes out to a lot of people so let’s take a moment this week just to remind each other to contribute something to the double hurricane hits we took over the past month.
If everybody who reads this column does even a little something in his/her own way, it will be very meaningful.
God Bless!
Why does someone select a certain TV show, for example, over dozens of other alternatives?
The knee jerk answer is that he/she “likes” the show. But why? Why does someone “like” the Tonight Show, or Game of Thrones or an NFL game?
The simple but deeper answer is that when a person watches a show she likes, it makes her “feel” good. And as human beings, when we find something, or SOMEONE, that makes us feel good, we tend to seek out that experience again . . . and again. Read More
Years ago, when Sir Hugh Rigby, the Sergeant Surgeon to King George was asked “what makes a great surgeon (among the many),” he replied, “There isn’t much to choose from in manual dexterity . . . what distinguishes a great surgeon is that he KNOWS more than other surgeons.”
I would submit today that we can apply the same principal to sales to a large degree.
Put yourself in the buyer’s shoes for a minute. You have decided to buy a new TV . . . one with all the bells and whistles. You roll into BestBuy and up wanders a part-timer . . . probably has some personal knowledge of technology but you can tell he is not answering your questions with conviction.
Read More
Well summer is wrapping up and the kids will be heading back to school soon. I hope everybody had a chance to take a break, enjoy their families and relax a little. Read More
I recently met with a prospect and we had a lively and productive exchange about his marketing and sales goals and objectives. When I am conducting such due diligence, it is interesting to see if the prospect is looking for new ideas or is more eager to gain affirmation for what he has already implemented.
In this case, I was encouraged because the prospect was self-aware, open-minded and collaborative.
Things were shaping up well until he said, “Let me show you our presentation package …it’s the best in the industry.” Out came the package, which he had obviously thrown his heart into, and which he presented to me like a proud father.
He then asked expectantly…“What do you think?” Read More
Testimonials have always been important, but even more so today thanks to the Internet. People have become conditioned to look for reviews, Angie’s Lists and five stars every single day as they surf around, even when they are not buying. Read More
There are any number of articles written about how many times a salesperson needs to follow up to close a deal. The average number seems to be seven or eight. I disagree. Here is why. Read More
It’s one thing to be individually a good manager or salesperson. You can make a good living and enjoy the individual triumphs along the way. But how about those rare companies that energize the whole organization in terms of client relations? Check this out.
My daughter plays tennis. She decided to take a break and did not play for a year. When she decided to re-engaged, we signed her up for lessons again at her old club. When she showed up, you would have thought she was Chrissie Evert! Read More
I love running into a Mr. or Ms. Shmooze out of nowhere! It always validates my feelings about our theme.
I went to lunch with my father recently. A tavern/grille in a country setting. We settled in and started talking, waiting for the waiter or waitress to come to our table. And there she was!
“Welcome! Can I help you?”
We both looked up and straight into one of the biggest smiles I have ever seen. I mean ear-to-ear, and totally in the moment and sincere. She was a pretty girl, very natural, early twenties at most. Her face was absolutely alive . . . smiling, happy and absolutely focused on us. I don’t know how she did it, but she held her smile throughout the entire lunch service, coming and going. She was delightful.
This reminded me of some research we did years ago about smiling: Read More
I just spent a long weekend in New York City . . . beautiful Spring days in one of the most exciting cities on the planet. My wife and I had a little time to kill our last morning, so we decided to spend a few hours at Bergdorf Goodman, arguably one of the most prestigious department stores in retail.
Of course the windows and showrooms were off the charts, but the thing that struck me the most that relates to us here is the deep and rich knowledge of the salespeople. Read More
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