Are you deliberate and tactical during your first sales appointment with a new buying influencer? There are specific behaviors that world-class salespeople utilize to make them more persuasive during their first visit. Have you thought about what you intentionally do to make yourself more persuasive?
The high school football coach had to make special arrangements for the two brothers that were hearing impaired. While it did not seem to affect the boys when they were on the field, the coach had to make sure he spoke up or face the brothers when giving direction (so they could read his lips). […]
Peter Drucker once said “so many business decisions are made over lunch and dinner meetings, yet even the business schools do little to no training here.” We infer a lot about each other in the most common of social settings for business deals: lunch, coffee and dinner. Others are persuaded about whether or not they want […]
What do customers really want? According to a study by the Strativity Group: 58% of executives said that their company “does not conduct true dialogue with customers” 67% of executives said that they “don’t meet frequently with customers” 59% said that the role of the customer was “not well-defined” at their companies 54% percent said […]
There are three Vs of communication: Verbal: the actual words we use. Vocal: the tone, inflection, volume and elimination of filler words. Visual: the visual aids we employ. The most powerful and persuasive of these Vs is the Visual. After all, a picture is worth a thousand words. We process images much quicker than words. Therefore, if you use a […]
The average sales rep has a difficult time gaining access to buying influencers. However, many customers say they would be willing to pay just for the conversation with a Super Star Sales Performer. What is the difference between the average salesperson—approximately 80% of salespeople—and the top sales rep? The Star Performer, according to the customer, teaches […]
Are you selling in the most effective and efficient way possible? In order to truly move prospects to close, you need to learn how to move emotion, sell with the flow, when you should offer your solution, and when you should raise objections. Here are three sales training tips to help you get prospects on […]