The Doubt Close This is a great closing technique to use when the customer is expressing doubt about their purchase. The Doubt Close works by pre-empting their doubting thoughts. If you echo these thoughts, it saves them from having to think the same thoughts. When they accept these, they will begin to trust you and […]
Territory and Time Management Strategies, Part 1 Territory/Business Management Know where your business is and is not Develop a written plan to sustain current business Follow your plan Develop a written plan on new business development Follow your plan Strive for completion rather than perfection Whittle while you work (Multi-tasking) Develop your own personal formula […]
Invisible Language, Part 3: What To Do If You Have To Correct Someone I want to thank Tim Dimoff, President of SACS Consulting, for emailing me the information on Invisible Language. In Parts 1 and 2, we focused on what not to say. Invisible Language Part 3 tells us the proper way to respond when […]
Invisible Language, Part 1: “Actually” In this “Invisible Language” mini-series, I’ll discuss words/phrases that should be avoided when speaking with customers. They are almost always unnecessary and only serve to belittle the listener (in our case, customers/clients). “Actually” is the most common culprit, and it’s something we are all guilty of saying from time to […]
Pre-Call Planning We have all heard the saying “When you fail to plan then plan to fail.” This also applies to how well you prepare for your Sales Call. Use the six pre-planning steps listed below as a checklist to determine how prepared you really are for the appointment. Research Your Prospect Know the Prospect’s […]
Your Outcome Can Be Determined By Your Outlook! Have you ever heard of the Self-Fulling Prophecy? It refers to the socio-psychological phenomenon where someone “predicts” or expects something, and this “prediction” or expectation comes true simply because one believes it will. This happens because their resulting behaviors align to fulfill those beliefs. This suggests that […]
Don’t Miss The Bigger Picture! Several years ago, I remember watching a video with a small team that showed people passing a basketball among them. The Facilitator’s instructions were to count the number of times the ball was passed within a fifteen second time period. I began to count the passes, making sure I didn’t […]
Skill vs Will Is the reason you’re struggling in sales a skill issue? How about a will issue? Or, is it a combination of both? Leadership Coach Nathan Jamail says our will is based on what we’re willing to do in order to achieve our goals, or, to do our jobs beyond what is required. […]
Consequence or Reward? We all have at least one thing on the personal and business side that we dread doing, but definitely needs to be done in a timely manner. For an example, on the personal side, it could be exercising. On the business side, it could be cold calling. What motivates you? Is is […]
Similar Is Not The Same A common area of resistance a potential client might approach with is saying something like: “I’ve found similar products/services on the internet that are cheaper.” So what’s the response when the customer says they’ve explored similar options for less money? The immediate response should be “similar is not the same.” […]
