“No distance of place or lapse of time can lessen the friendship of those who are thoroughly persuaded of each other’s worth. – Robert Southey Do you look at your customers as friends? And do they see you as a friend? And what is your definition of friend? Well, the dictionary describes a friend as [...]
This week I was given the job for the day as CLHO (Chief Library Helping Officer) at my five-year-old daughter’s school. After completely screwing up scanning books in and out of the “system,” and getting countless dirty looks from the Mrs. Crabapple, I settled into my chair. Mrs. Crabapple grabbed a book, told the kids [...]
Apple CEO Steve Jobs said, “Here’s to the crazy ones, the misfits, the rebels, the troublemakers, the round pegs in the square holes … the ones who see things differently — they’re not fond of rules, and they have no respect for the status quo. … You can quote them, disagree with them, glorify or [...]
Is your company or product too good to be true? When you deliver your sales presentation, do you talk about all the benefits and hide from areas you fall short? Next time as you deliver your benefits, tell the customer about an area or two where you are NOT perfect. Why? Because your prospect will [...]
(Managers Exclusive) In the mid 90s the company I worked for asked me and two other associates to put together a new sales training program to be rolled out to the entire organization. I believed in the material in this program and felt that it was vital to the continued success of the company. After [...]
One of the easiest ways to increase your business is to increase your number of referrals. Studies show that your close ratio increases from 10% to 60% when you are referred to a prospect. So when should you ask for referrals? The short answer is…more than you do now! And doing so should become a [...]
Salespeople have been taught for generations that their job is to find the prospect’s pain and then provide a solution. But what happens when the prospect has no pain? Does that mean you can’t sell to them? The answer is…NO! For example, last week I planned on placing a product order from a company I [...]
Is that iPhone or Android you are holding in your hand right now taking control of you? What about your laptop? Well let’s start with a quick question. What is the first thing you do in the morning when you get in the office…or kitchen for that matter? Do you kiss your phone even before [...]
Example is not the main thing in influencing others. It is the only thing. ~Albert Schweitzer The best sales presentations to customers are ones that are pre-planned. There are specific objectives, prepared questions, a tight presentation, specific answers to common objections and a repeatable way to get customer agreement. Average and below average sales leaders, [...]
Salespeople often understand the importance of questioning, listening, understanding needs, and then offering a solution. But too often, when it comes time to discuss price, the air of confidence that they showed while presenting the solution turns into a glob of uncertainty and subtle apology. To be a top performing salesperson or entrepreneur, you need [...]
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