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Recent Articles


Don’t Let the Honeymoon End . . . Ever

celebrating clients
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 »


Emotional Incentive

A big part of our research and subsequent workshops revolves around the premise that people can be incented to make choices and change behavior by the emotional payoff of the decision.
As salespeople, a big part of our job is to establish that payoff, in the form of differentiating our products/services, ourselves and the overall experience people have when they engage with us.
Put another way, people will alter their behavior if they anticipate that they will feel good by doing so, and the management of our customers’ feelings is an art that the greatest salespeople I know have mastered.
Please take a moment to view the short video below. You may have seen it before, but this time, I want you to look at it from a sales perspective . . . Read more »


Striking While the Iron is Hot

January, February and even March are great selling months. Everybody is charging out of the gate with new goals and new budgets, gyms are full and people are fired up.
As salespeople, we need to be sure we ride the wave of that new momentum while it lasts.
One thing I like to do in January and February is review my past client list, that is, people I may not have spoken to for a while, and re-initiate contact.
Often we have disconnected due to things like budget cuts or spending freezes which may now be out of the way, at least temporarily. Read more »


Just Blink and Your Customer is Gone

We have four “neighborhood” restaurants nearby that historically have had good food and are convenient to get to.
So it is interesting that we have now had three bad meals in a row at three of them accompanied by a drop in service and even some cleanliness. Not coincidentally, the crowds are thinning so they are in a classic death spiral.  
Needless to say they are off our list, and usually when you see this kind of drop off in quality, you see the restaurant close soon thereafter, so we will see. 
Meanwhile the fourth restaurant is maintaining its quality of food and service and is more robust than ever.
We have all experienced this and it is a good lesson relative to our own businesses. Read more »


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

sales meeting
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 »