Jim McBrayer
Jim McBrayer
Top 4 Ways to Become the Best Solution
Until you position yourself as the best solution to solve the buyer’s problem, you are selling just as much for every other company’s solution as your own. Here are the top four ways to position yourself as the best solution. After you have first established yourself as a think-partner, and after you have moved this decision […]
Top 3 Powerful Ways to Control the Buyer’s Journey
If you want to sell, you should control the Buyer’s Journey. The Buyer’s Journey is the process each buyer navigates in order to make their ultimate buying decision. It closely mirrors the Sales Funnel as we know it. In the Top of the Funnel, the Buyer is Qualifying. In the Middle of the Funnel, they […]
3 Leading Indicators of the Sales Process
In Stephen Covey’s best selling book The 7 Habits of Highly Successful People, he introduces the concept of the “circle of concern verses circle of influence”. The Circle of Concern would include areas where we have little control yet continue to fret over the outcome (reactive), whereas the Circle of Influence represents areas which we have the ability […]
5 Ways to Use Visuals to Persuade Prospects
A picture is worth a thousand words. That’s because we process images much quicker than words. In fact, visuals are processed 600,000 times faster than text and while people only retain 10% of what they hear and 20% of what they read, they retain 80% of what they see. That’s why the next time you […]
How Salespeople Make Great First Impressions
In Malcolm Gladwell’s book Blink he informs us that we make surprisingly accurate assessments in the first few seconds of meeting someone new. It’s called “thin-slicing” and we all do it whether we realize it or not. Just think back to the last time you met someone new. After a few minutes of speaking, do you remember […]
How to Change Seller Behavior with a Sales Execution Process
Getting sellers to change the way they sell requires a change in their behavior. But changing seller behavior, even human behavior in general, is not an easy thing to do. This challenge is best depicted in Kelly & Connors’ Emotional Cycle of Change (ECOC). Let’s explore it to see how it applies to the sales […]
Why So Few Salespeople Are Trusted
The sales profession has been called the second oldest profession known to man, often confused with the first. However, retail shoppers would rather “just wander around” than have to talk with a sales clerk, and sales organizations go out of their way to change the title of their salespeople because of its negative connotation. Salespeople […]
How to Move Buyers into the Buying Zone
Sellers achieve a high close ratio with a buyer that is already in the market to buy. But this is not because the seller is a great closer; it’s because the buyer has already made up his or her mind to buy when s/he gets to this stage: the buying zone. Buyers have already navigated […]
Face-to-Face Persuasion in a Facebook Era
For all the positives technology and social media bring to our lives, there is a downside: many people become rusty and less persuasive when they’re finally forced to interact face-to-face. Here’s how professional conversationalists, like talk-show hosts and world-class salespeople, can teach us all something about getting great information from key people.
How to Differentiate Yourself in Sales
If you fail to differentiate, you are selling as much for the competition as you are for yourself. Luckily for you, there are easy ways to differentiate yourself and pull ahead of the rest of the pack. One sales training tip that is a game-changer for many is the comparison principle. Essentially, people decide by […]