Three Reasons Why We Are Given a “NO!” Whether it’s making a sales presentation to a client, having a discussion with a loved one, attempting to get a point across to a young child, or speaking to an audience, communication can be like a complicated puzzle with no solution in sight. Variables such as different behavioral…
Where Are Your Set Sales Processes? Set Sales Processes . . . 95% of salespeople don’t have them or don’t understand the power of having them in place. 95% of Sales Managers . . . don’t enforce them, because they never used them when they were on the front line. SET sales processes, become precision-based…
Did you see the UPSETS in college football a few years ago? It all started with Appalachian State UPSETTING Michigan 34 – 32. Then . . . look what followed: Stanford UPSETS USC 24 – 23 Oregon State UPSETS California 31 – 28 Kentucky UPSETS LSU 43 – 37 Personally, I am amused by the hoopla created by…
What Causes a Client to Say “NO”? Lucky. Yes, lucky. I am lucky that on a regular basis, I get to hear various communications between salespeople and their clients. I remain amazed at how as salespeople we sometimes do not realize how our actions affect the client-salesperson relationship, especially in moving us towards or away…
A Powerful Way To End Phone Calls and Meetings I am asked many times during speaking engagements on what I do when I conclude a call with a client. Additionally, I do many “live chair-sides” where I am either listening to the sales pitch over a phone call and many times I do live one-on-ones…
What Will Inspire You To Advance Your Sales? Just as you should use sales tools to make a visual impression on prospects and clients, you should use tools to make a visual impression on yourself to motivate you to make sales! If others make negative comments about this process, it simply means they’re envious. Don’t…
You must follow up! If you don’t, your prospects will think you have ghosted them—to use current parlance—and they will never see a reason to get back to you! One way to help you follow up—and keep on track!—is a Prospect Follow Up Chart. Many people I have met on my business travels do not practice…
Using visual sales tools to forward your precision-based communication. 3rd Party – More Persuasiveness – Utilize the Believability Scale Brian Tracy says “97% of Americans are motivated by visual effects first.” Rules of Engagement It is a fact that people remember: 10% of what they read 20% of what they hear 30% of what they…
One way to consistently “attract” business is through passive-aggressive communication techniques. Using these skills further advances intimacy with your clients and keeps you in touch with them. More importantly, you separate yourself from the masses of salespeople who do not use these types of skills. This module assists you and your team in mastering the…
Yes, that’s right PMS! Actually I’m quite fond of PMS. In reality, I have PMS all over the place: in the air, when I fly my airplane; in the gym when I workout; in the wide open spaces while mountain biking for a long ride. I have PMS for my sales training company. PMS keeps me…
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