We know from research that generating an interactive dialogue is a much more effective means of selling than simply presenting a “show and tell” monologue.
A great way to set the tone for an interactive meeting is to open the meeting with a provocative question.Read more
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
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
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 sales endeavors. But one distinction we have always tried to make is that “networking means nothing” if the result is a passive list of acquaintances as opposed to an active and energized list of true business colleagues and associates. Read more
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
The many people who are involved in our Mr. Shmooze community are interested in dynamic customer relations. Most of you spend a lot of time trying to enhance those relationships both personally and as a smart and enjoyable way to do business. But how do we know we are actually making progress with our customers for all the energy and activity we are putting into it. Here is something we like to do to add some discipline to the process.