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Posts tagged ‘sales tips’

30
Mar

Taking a Passionate Interest in Our Clients

One of the fellows who inspired my book, “Mr Shmooze,” likes to tell his salespeople:

“If you know a customer’s passion, and pay attention to it, you can find the key to any client’s heart.”

And do you want to know what is so great about people, which presents aware salespeople like us endless relationship growing opportunities?

The almost infinite amount of passions our clients have! All we have to do is ask.

To prove this point, at the end of my workshops, I like to ask people to describe their passions. Here is a sample from some of my notes:

  • Golf
  • Skiing
  • Wine
  • Food
  • Cooking
  • Baseball
  • Coaching
  • Dirt biking
  • Hunting
  • Gardening
  • Fishing
  • Acting
  • Singing
  • Traveling
  • Classic cars
  • Fitness
  • Running marathons
  • Poker
  • Fantasy football
  • Special Olympics
  • Children’s hospital
  • School boards
  • Hockey
  • Basketball
  • Stamp collecting
  • Woodworking
  • Painting
  • Writing
  • Art
  • Opera
  • Football
  • Horses
  • Shooting
  • Karate
  • Movies
  • Watching Netflix
  • eBay
  • Swimming

The list goes on and on. People are absolutely fascinating . . . they are so diverse and they are always passionate about something.

One of our jobs as salespeople, is to find out what our clients are passionate about and to join them, whenever possible, at that special place in their hearts. Nothing but good can come from connecting with our clients relative to their passions.

This week, review your client and prospect list and see if you can name each person’s passion.

And a great way to find out is to ask the following question:

Client, you obviously have an intense position here. What do you do in your spare time to recharge your battery?

Once you find out, feed those passions with books, articles, bulletins, events and by introducing them to like-minded people over lunch or via common emails.

The power of this type of outreach is incredible!

10
Feb

Handling Procrastinators

Let’s take a few minutes to talk about one of our “favorite” prospects as salespeople: The Procrastinator.

You know who I mean. The prospect who never says no but never says yes, chewing up huge chunks of time in the process.

person holding a pen, waiting to take action
Read more »
27
Jan

A Monty Python Lesson on Selling

Most of us have experienced the humor of Monty Python over the years via their movies and TV shows. I am a big fan, so when I saw that one of the group’s preeminent members, John Cleese, was coming to town for a one man show, I jumped on the opportunity. I am glad I did, because he reminded me of some very important lessons on presenting and selling.

The stage was empty except for a stool. The lights dimmed, a voice announced Cleese and he walked out to the center of the stage. He let the applause die down and then he said . . .

Read more »
24
Mar

How To Be a Likable Salesperson

Have you ever wondered why some people are so darn likable?

You know the type . . . you are at a party meeting new people, everyone is a little uptight, and along comes someone who you immediately relate to, who makes you and others relax, who you walk away and later say to your husband/wife/date . . . “I really liked that Bob. He was really nice.”

What’s going on here? It could obviously be very helpful to us as salespeople to understand as much as we can about this phenomenon. So let’s see what makes someone so likable. Read more »

24
Feb

The Awesome Power of Social Proof

Psychologists know that it is basic human instinct for human beings to seek validation for their decisions from the groups they identify with. So if you are a professional basketball player, and your trainer wants you to try a new diet or exercise routine, the first thing you will probably ask is, “Who else is doing it?”  If the answer is, “LeBron James or Michael Jordan,” you will probably ascribe more credibility and value to the proposition than if your trainer has no successful examples to point to. Read more »

17
Feb

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 for the first time declined.  However, most of the homeowners who already had said yes earlier and had small signs on their property agreed to place the big signs.

The idea is that when buyers begin to make small, positive commitments throughout the selling cycle, it is enormously helpful when the time comes to close the deal.  Read more »

10
Feb

The Ultimate Win/Win: Sales Training vs. Mentoring

I am a big proponent of sales training. It goes without saying that a salesperson must have absolute command of the pivotal benefits of his products and services to be credible and compelling when communicating with buyers. And to the extent he can pick up some new ideas and selling techniques from a training platform, all the better.

But after many years in and around the selling profession, do you know what I have found to be the most powerful developmental platform of all? Read more »

20
Jan

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.”  Read more »

13
Jan

When is the Best Time to Present: First, Middle or Last?

People often ask me when it is best to present when competing in a proposal process . . . first, middle or last. The answer, if you can arrange it, is last. The reason is based on something psychologists call the “recency effect.” Read more »

18
Nov

Amazingly Simple. Incredibly Powerful.

The other day I walked into a burger joint after working out (figured I had earned it). I still had my workout clothes on and the kid at the counter said, “Do you play basketball?” I said, “I played in college a thousand years ago.”  He said, “Well it looks like you are still playing . . . you are in great shape.”

Bam! I don’t know whether the kid had been trained to find a way to make a compliment or was being spontaneous but guess what?  It didn’t matter. I skipped out of the restaurant feeling better than when I had walked in. From one simple sentence.

Dale Carnegie has sold over 10 million books on winning friends and influencing people. Do you know what he recommends if you want to be the most popular person in the world?  Read more »