Buying tendencies – The use of logic part two

Yes, I am continuing on this subject! Yes, it is that important! Logic is one of the most powerful tools in the sales person’s kit. Too often we confuse logic with facts, specs, features, benefits, and all of the things that our offerings are capable of. At the end of a sales cycle these data points may be part of a driving decision, but when people are looking to buy they have nothing to do with their tendencies. What they are looking for are living examples of problems being solved.  They want to hear that someone else has resolved their issues by working with you. (more…)

Twitter Weekly Updates for 2010-03-28

• The trouble with assumptions is that it costs you sales. #
• New ideas are necessary to invigorate the sales process. #
• Research can only tell you so much, the real answers come from the prospect. #
• Have fun with your work or your work will be no fun. #
• Challenge yourself to change the way you do things when things get stale. #
• Sometimes the best ideas are borrowed. #
• Emulate success and you become success. #
• Do not over think a good idea, act on it! #
• When trying to solve problem, ask questions. #
• No one understands your buyers problems better than your buyer. #
• Believe in your buyers and watch them start to believe in you. #
• Technology is the pavement of the modern sales process. #
• Do not fight the inevitable change of modernization. #
• If you are sticking to your guns, someone else is finding a better way. #
• Usually it's the little sale that lands you the big fish. #
• It is better to be consistent than clever. #
• The more people that understand you, the more sense you are making. #
• Best practices are best when practiced. #
• You can learn a lot from someone who just started doing something. #
• It is the rookies that will change the game. #
• Solutions…it's what I do. #
• If you are not setting timelines, you are wasting time. #
• Collaboration is a business' ice cream sundae. #
• Welcome change that comes with proven results. #
• Never doubt the power of believing in yourself. #
• RT @JASEgroup: So true! :: The more people that understand you, the more sense you are making. RT @salesevangelist Thanks man!!! #
• Thinking that there are few things more satisfying than getting things done! #

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Buying Tendencies – Using logic to stimulate the sales process

Twitter Weekly Updates for 2010-03-21

• When designing anything prospect facing, think like a buyer. #

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Twitter Weekly Updates for 2010-03-14

• Looking for a new client. Are you ready to get your sales plan in order? #
• It is better to lose a prospect than an opportunity. Qualify your leads! #
• When looking outside the box, never throw the box away. #
• Change requires admission that something is wrong. #
• Loose ends is code for not asking the right questions. #
• Follow up is worthless without transparent intent. #
• Move quickly when opportunities arise. Procrastination is the bane of success. #
• Gain someone's interest by uncovering what interests them. #
• My hairstylist has to go back to work at Trader Joes because of healthcare. Who are we kidding? #
• Dreams are for those who like to believe in possibility not probability. Kirk vs. Spock #
• If you want to build a viable book of business, it helps to be nice. #
• If your people are strong and your offering is attractive then your process needs examination. #
• If your process is sound and your offering attractive then it is your people that must change. #
• Rest is for those who are on their way to big ideas. We need strategy along with execution. Quoted by Alfred A. Montapert #
• Experience teaches only the teachable. Quoted by Aldous Huxley #
• Theories are always very thin and insubstantial, experience only is tangible. Quoted by Hosea Ballou #
• Any sufficiently advanced technology is indistinguishable from magic. Quoted by Arthur C. Clarke #
• Honesty is the best policy — when there is money in it. Quoted by Mark Twain #
• Bring yourself to believe that change is for the better and it always is. #
• Live for what makes you whole and the whole thing makes sense. #
• What does it take to be a good prospector? Originality. #
• Make what you say count or just listen. #
• Thinking past your current ideas will make the future brighter. #
• How many leads did you get from your web efforts in 2009? #
• Want to learn how to generate sales from your online efforts? #
• When people look at new opportunities they tend to look through old lenses. #
• Failure is simply the opportunity to begin again more intelligently. Quoted by Henry Ford #
• Weakness of attitude becomes weakness of character. Quoted by Albert Einstein #
• Think like a man of action, act like a man of thought. Quoted by Henri Bergson #
• The difference between good and excellent: details. #
• If your actions inspire others to dream more,learn more, do more and become more,you are a leader. #

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