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
Want to have a little fun and stand out with a prospect who you know is creative and has a sense of humor? Send a letter printed “upside down” on your stationery that goes something like this.
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
There is a mirror image, a flipside if you will, to the challenges the current economy brings to you as salespeople. That is, it is the best time in years to take customers away from your competitors and… Read More
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… 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… 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… 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… Read More
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.”
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… 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… Read More
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