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 […]
People see things differently. The image below was used by Stephen Covey in a keynote address to approximately 200 attendees. Prior to showing this image, half the room was shown an image of a young, attractive, sophisticated lady and the other half shown an older, unattractive woman. Both the younger lady and the older woman […]
The most common methods for getting access (or face-to-face time) with your prospect include bribing the buyer with lunch, pleading to meet, or telling them how great your product is. None of these are very effective. The most efficient way—the right way—is the education-based briefing. In your first business meeting with a prospect, you don’t […]
Starting new business relationships, cold-calling, trying to get an appointment, and figuring out what to do during that appointment are the most stressful, disliked, and avoided parts of selling. That’s because they’re difficult. The key is that if you offer and deliver a perceived value, you will get the meeting you need. From there, you […]
Your objective as a seller is to secure a business meeting with a very busy key influencer: your future buyer. To get their attention, and to occupy a portion of their valuable time, you need a valid business reason, and you need to let them know exactly how much of their time you intend to […]
The problem with most sales proposals is that they serve merely to convey data. The objective of every sales presentation is to persuade. Selling is about one thing: moving people’s emotions – and facts alone don’t do that. The presentation must do that, and YOU, the presenter, are the presentation! Here are the four steps […]
The best way to increase sales is to improve the proficiency of the conversion process. There are three ways to increase organic sales: Generate more leads Expand the sale force Improve the sales conversion process The great majority of sales organization’s can fix their sales problems economically and quickly by targeting the conversion process.
When someone speaks to us, we look first to their eyes and then to their mouths to judge whether they can be trusted. If their face and their words do not match, we believe the face. Ever wonder “is my Game Face congruent with my words?” If not, you should; as this directly affects your […]
It is said that most chronic diseases are caused by “dis-ease”. Meaning that the power of our minds and our thoughts can place so much stress on us that we feel it emotionally and eventually it takes its toll on our health. Whether we are unforgiving of past transgressions or worried about what tomorrow brings, these […]
If your objective is to really connect with someone and leave them feeling good about your relationship, here are some powerful persuasive selling tips that will help you build rapport. Remember, your intent is much more important than your technique. In fact, not being too polished is usually interpreted as being genuine. So use your […]