Have you ever talked yourself out of a sale? You might not even know it happened. Here’s an example. Howie’s Language: Learning Howie has an amazing knowledge of programming. Never much for school work, when he discovered computers, it was love at first command. Since that first “date”, he has romanced every facet of website […]
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There she was with a prospect doing a walkthrough of his home when Allyson put her foot in it. Not dog poo, rather something she said that literally stopped the conversation cold. The air quickly chilled around her and the prospect turned a deaf ear. Minutes later she was driving away knowing that she lost
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Lynda is smart, ambitious, resourceful, and determined. As the only daughter in a family of sons, she was a Tomboy growing up and thought she could adjust herself to the world of men. Yet, she could not overcome the male-dominated culture of selling insurance in the firm where she worked. True to the statistics that
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Chris Salisbury wrote a thoughtful article entitled, The Mighty Triangle of Influence. He identified a common challenge faced by sales professionals, namely that a committee or team decides collectively when it comes to making purchases for a business. Naturally, influencing a group requires far more skill than persuading a single individual. The Committee The usual
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Most buyers have sales resistance. While we do like to purchase things, the majority doesn’t like to be sold. Hence when we detect salespeople presenting their wares, we push back. Often that opposition takes the form of objections. Handling Objections As a professional, you may have studied how to respond to common objections. Perhaps you’ve
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You have a measly 7 seconds to form a first impression (Willis and Todorov, Psychological Science, 2006). Your mind quickly takes into account multiple traits when you meet someone new. These include educational achievement, economic level, trustworthiness, sophistication, success, credibility, competence, and sexual desirability. So when buyer meets seller, each is sizing up the other
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Companies, as well as individuals, have personality styles. At the foundation of each style is a cluster of values. Making a purchasing decision is a manifestation of these values. So is a hiring decision. Values: Traditional Customer Care A family-owned moving business, established in the 1950’s, has a strong reputation and tradition of customer care.
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Jack proposed lunch and then arrived late. No excuse, he simply breezed in and took his spot at the table set for four. He quickly caught the drift of the conversation, made a comment, and adeptly changed it to his favorite topic – one of his activities. Jack is engaged with many endeavors both professionally
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It takes 7 seconds to make a first impression. When meeting someone in person, you immediately notice ethnicity, gender, outfit, gestures (or lack thereof), hairstyle, accessories, and grooming. Your computer brain then analyzes each characteristic and, in a nanosecond forms an impression based on past experience and association. Knowing this process, sales professionals often take
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Rebecca is a spark plug, not just in stature but also in the way she ignites an audience. She’s a fire first, aim later type of person. Not only is she always on the go, but she also surrounds herself with people just like her. Full of enthusiasm, she lights up a room and energizes
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