One of the most common objections that a representative will hear is, "It's too expensive!" This is one of those instances where a sales person needs to hear what a potential customer means, not what they say. Too Expensive is actually code for not enough value. The customer doesn't think that your product is valuable … Continue reading It’s Not Price, It’s Value
Are You Lucky?
Some people have all the luck! Have you ever known someone who was extremely lucky? Someone who not only has a silver lining to their clouds, but the rain drops are diamonds! I am not talking about someone who is by nature positive or optimistic, but I am referring to people who against all odds … Continue reading Are You Lucky?
Decide to Be with Goals
Don’t Be Almost, Decide to Be! I used to have a serious problem with goals. I have always been a bit of a perfectionist and that can be painful when you set goals. Because if you set goals that stretch you, you are bound to fail sometimes, if not often. That does not sit well … Continue reading Decide to Be with Goals
A few years ago, my family borrowed an incubator and went through the process of hatching chicken eggs. It was a cool learning experience for my children and an insight I use to this day in my work. It takes about 21 days to hatch the eggs. The birds begin to chirp and the eggs … Continue reading Be Strong
Powerful Persuasion I love this video. I had a manager tell me one time that if the president of the United States was better at persuading through promotion the economy would be better. It doesn't matter who the president was because it is true of all of them. Are you using these 6 keys to … Continue reading Powerful Persuasion
Short Term GAIN, Long Term PAIN!
I have had quite a few conversations lately with the leaders in my organization about this idea. Often I see people make decisions that satisfy their most immediate need, or more accurately… desire. They, however, may not realize or choose to ignore the fact that immediate decisions can cause more pain in the long run. … Continue reading Short Term GAIN, Long Term PAIN!
$$ Dollar Signs in your Eyes! $$
$ In Your Eyes Have you ever worked with a salesperson who it seemed just wasn’t listening to you? The only thing it seems is that they want is your signature on the dotted line. Even a good salesperson can slip into this approach at times. It is called having dollar signs in your eyes. … Continue reading $$ Dollar Signs in your Eyes! $$
THE 5 Reasons You Aren’t Making Sales!
Sales managers are often faced with the challenge of a representative who seems to be doing the right things but yet isn't making sales. This is the strategy that will help start your people out on the right foot and how to diagnose why someone isn't selling. 1. Know it! Lead the way! A sales leader … Continue reading THE 5 Reasons You Aren’t Making Sales!
Overcoming Sales Objections
The Objection Wheel Overcoming objections in a sales presentation is an art and finely honed skill. Most sales people fail to develop this skill sufficiently. Some very good sales people rely on their charm and charisma to help customers overcome their objections however don’t realize why they are even good at the skill. When developed, … Continue reading Overcoming Sales Objections
How to Move on After a Massive Trial
I had the privilege of serving a mission for my church over 20 years ago. I lived and served in the Philippines from September 1995 - August 1997. I have incredibly fond memories and experiences that have had a great influence on my life. I worked in the Southern Luzon region which is the area … Continue reading How to Move on After a Massive Trial
Top 5 Words to Delete from Your Vocabulary
Our words are crucial in our ability to perform at our best. Our brain listens to our mouth. What we say typically becomes reality. This is a great article detailing some words to avoid in your communication. Top 5 Words to Delete from Your Vocabulary.
Teach a Man to Fish?
Give a man a fish feed him for a day … don't give a man a fish and feed yourself. He is a grown man and fishing is not that hard. :0) It's the fisherman not the fish! Why is it that people always say those fish are smart? It is not true. Fish are … Continue reading Teach a Man to Fish?
Don’t Be Almost!!
With 15 years in the direct sales profession, I have seen countless talented salesmen that just didn’t make it. They have one of the must frustrating descriptions in all the world – POTENTIAL! The phrase – Don’t be almost! – sums it up nicely. You and you alone have the choice to go beyond almost … Continue reading Don’t Be Almost!!
7 Steps to Closing the Sale
This is a simple format that can be duplicated in creating a sales demo. If any of these parts are missing the approach will fall short. Of course before number 1 below the sales person must find a prospect. Then ... 1. Build Rapport People do business with people they know and trust Find common … Continue reading 7 Steps to Closing the Sale