When sellers like you first meet a prospect, the prospect qualifies you. The prospect judges in the beginning whether they like you, and whether you are credible. Program on Persuasion’s corporate sales training teaches four triggers to help navigate a prospect through the top of the sales funnel. Using these four tactics, you can […]
In the Bottom of the Funnel, our objective is to Generate Preference. Our corporate sales training shows how to build a strong start that details our unique value proposition, and how to differentiate it from the other options.
You were unable to close the sale in person and now you must call back. The entire sale is riding on their answer! Does what you say on this sales call make a difference? Absolutely!
Why Should Sellers Establish Credibility through Education? When you first meet with a prospect, usually their fear of you is high, and your credibility with them is low. That doesn’t mean that they distrust you, necessarily. It means you have yet to earn their trust. It’s much like the first time you needed to borrow […]
People may forget your name, but they will always remember how you made them feel. The best way to make people feel good about themselves, and therefore feel good about you, is to acknowledge their perspective. Of course, you can only acknowledge their perspective if you truly understand it. Here are five selling skills to help […]
Your business proposal is a story, and the Strong Start gets the attention of your audience. By the time we propose, we are in the bottom stage of the sales funnel. Before, we were a think-partner who diagnosed the prospect’s situation. But now, in the bottom of the funnel, we are no longer diagnosing, but […]
Most people who set out to achieve a goal fail. For that reason, failure is a real factor to discuss when we anticipate problems in order to overcome them. In this post, we discuss the five stages of emotion in Don Kelley and Daryl Conner’s 1979 article The Emotional Cycle of Change. We do so […]
People form mental pictures of their desires when they talk about their goals, and the things that we desire most earnestly, we believe in most easily. As the seller, it is our job to help the buyer discover their desired benefit. The best way discover your buyers’ desires is to ask. When we ask Desired Results […]
When your buyer won’t agree to meet, it’s because they think you will waste their time. The trick to securing the first business meeting is presenting a valid business reason to meet. The best reason to give a buyer to meet with you is the relay of information. The following post details the best way […]
After giving a physics exam to a graduate class, professor Albert Einstein was asked if the exam was the same exam he gave last year. “Word for word”, stated Einstein. The inquirer was concerned about cheating and pressed Einstein on how he could give the exact same exam two years in a row. “Because”, Einstein said, […]