When it’s time for you to conduct your Needs Analysis, Qualifying or Discovery, throw caution to the wind. Don’t hold back on your questions. There is information that needs to be extracted that will help you determine if there is a need for your product or service. I call it, “What’s your need to know […]
This research that was conducted by ValueSelling Associates and Selling Power uncovers the mindsets, attributes, and behaviors of top-performing salespeople. 1. Communicating Value Top sales performers take a value-based selling approach that focuses on helping prospects understand the value gained from the product or service and through each interaction during the sales process. They are […]
Be Courageous! Anytime you move forward, obstacles will block your path. In sales, they are postponement, competition, price, or resistance to change. Count on it! H. G. Wells asked, “What on earth would a person do with themselves if something did not stand in their way?” What did he mean? That adversity is your friend […]
Resistance Requires Your Persistence! Are you currently having trouble reconnecting with someone? It may be because you are not being pleasantly persistent. The tendency is to either make one or two calls and give up or call every couple of days. That’s not being persistent. When you make your initial call and get a voicemail, […]
Tomorrow’s Success Depends on Today’s Preparation! How much time are you spending every week preparing and practicing what you do for a living? I have always subscribed to the 5 P’s: Preparation and Practice Provide Peak Performance. Your success in 2022 will depend on how much time you set aside for preparation and practice. When […]
Procrastination is the Enemy of Progress I’m not sure who said this but they are absolutely correct. How many times have you heard the prospect say, “Let me think about it?” Your response should never be, “when should I get back to you?” You have three options to identify the real reason for not moving […]
Be Tenacious The dividing line between winning and losing a sale isn’t always talent; it’s tenacity. Being tenacious, not pushy means this: (1) Giving it everything you have, not more than you have. That means giving 100% – not more, and certainly not less. (2) Working with determination instead of waiting on destiny. That means […]
Discounting Is The Tax You Pay For Being Average! In a recent blog written by John DiJulius titled How to Make your Customers Experience So Good, Price becomes Irrelevant, he made a statement that I had to pass on to my readers. “Discounting is the tax you pay for being average!” When you provide average […]
Breaking Any Habit Requires Temporary Discomfort One of the toughest habits to break is not to use permission based closing techniques such as: “Would you like to…?” “Do you want to…?” “Is it okay if I…?” “Can I…?” They come from growing up in a household where we are taught manners and if you want […]
Improvement Requires Discipline Author H. Jackson Brown Jr. once said, “Talent without discipline is like an octopus on roller skates. There’s plenty of movement, but you never know if it’s going to be forward, backwards, or sideways.” If you are lacking self-discipline in a specific area of your life and you want to get off […]
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