It’s About Value
The vast majority of the proposals for goods and services I see written by salespeople miss the only thing the prospect cares about . . . value.
The Mask: How Buyers Reveal Their Preferences
Most of us know intuitively that we each have two personas in play: The person we really are. The person we want the world to think we are. Both affect our buying decisions, but the second persona, our… Read More
The Psychology of “NO”
For such a small word, it is amazing how much power the word “no” carries in our language. “No” can completely short circuit a conversation. “No” can stifle creativity and stop collaboration cold. “No” can harken back to… Read More
Calming Down to Think (and Sell) Clearly
We can all learn a lot about communications during the current Covid/Economy/Civil unrest situations. Emotions are obviously running incredibly high and communication can be shrill, inconsistent and fearful. But of course, that only adds to the stress in… Read More
A Reminder to K.I.S.S.
When preparing for sales calls or presentations, salespeople often forget to K.I.S.S . . . Keep it Simple Stupid. Salespeople, as a rule, talk too much. WAY too much. One study determined that on a typical sales call… Read More
Getting to YES!
Psychologists have long known that small commitments can lead to big commitments. In one research study they asked homeowners to place a big campaign sign in front of their houses. Most of the homeowners who were being asked… Read More
Real Networking vs. Name Gathering
Even prior to “social networking” on the Internet, most salespeople considered networking to be a top priority in the sense that the more people we know the more likely it is that someone can help us in our… Read More
The Ultimate Sales and Service Secret!
I recently heard a great summation of what we need to do to stand out in sales or service . . . “Give the customer something no one else in the world gives them.”
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