In the modern era there is an apparent competitive advantage. If you are in sales you must believe in what you are selling and believe in the people you sell for. You must have a passion for what you are doing. While we have talked about emotion for decades in sales, we have always promoted the positive. Smile through the phone, always stay in a good mood. Well I say that today you need to broaden your emotional range. Your passion must be a multi-faceted symphony of honesty and candor. (more…)
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…)
It makes me crazy when I hear a manager or a sales person suggest that you ask questions that are set up to get you a coerced yes. Example: “If I could save your company $100k in the next year, would you be interested?”
Of course they would, but it is a stupid question that pegs you as a sales person with no real feeling for what is happening in their organization. When working with prospects, a well thought out sales approach does not require these uncomfortable and confrontational practices. (more…)
There are those that pave the way, then there are those that take a good idea and make it great. They cajole, tweak, test, press, and prod until the concept is on the edge of snapping. Once it has reach its limits they pull the best from it and leave the broken bits to their own devices. For the cooks out there it is like making ghee. Butter is an amazing thing, and in this example the good idea. It makes pans slippery, and toast a delicacy. But those of us looking for something purer will clarify it through heat making a substance that is better for you. It is the deliciousness of butter with less minimal aftermath. (more…)
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