The brain cannot tell the difference between a good habit and a bad one. Therefore habits are as much of a curse as they are a benefit, and habits merge without our permission. It’s one of the ways our brains…
All communications must be balanced, and especially with customers. The old saying, “he or she that talks the most has the least control”, is so true. When you are presenting, what are you finding out about your customer? Death by…
"Why should you ask me to tell you what you missed?" A typical mistake that can ruin the sales call. There is no doubt that asking relevant questions to uncover a prospect’s needs is critical to a successful sale. But…
Customers Goals It’s the early 80’s. The first sales call of my career. I meet a prospect for the first time. Knowing the importance of gaining the customer’s insight first, I start by asking the usual sales 101 question, “what…
Professional sellers need to guide every conversation towards the unique value they bring to their customers. Only the customer can decide what value you provide as compared with the competition. Building Value One of our sales people was dealing with…
So What? It was the worst sales call of my life. I walked into my first appointment with a prospect in Dallas all pumped up to build a new relationship, talk about their needs and how our solutions could have…
To Sell is to Serve The time had come to buy a new car. Oh what fun! The sales person goes back and forth between their price and my offer – a dance many of us have experienced. I love…
Using stories is an effective tool when selling, as you are working to engage your prospect in your solution. You want them to see the benefits you offer, and the more you can connect your prospect to the emotion in…
You can’t assume that your prospects see the value of your solution - in reality they probably don’t. Value is only defined from their perspective and rarely do they take the time to see through your solution to find the…
Which culture does your company have, or do you even know? Having the right kind of culture is vitally important to your success. The Culture of Your Sales Team Several years ago I worked for a company that had an…
More often than not, sales professionals convey value based on past experiences with prior customers who have been their strongest advocates. However, new prospects don’t automatically see it the same because they have no bias or experience with your offerings.…
We live in a time where competition is tougher than it’s ever been. There is consistently more supply than demand and the rate of change is accelerating at a pace that is hard to manage. The biggest question you need…
