What is your approach to the sale? The old way? The new way?
The time for systems of selling has passed. The time for sales manipulation has passed. The time for “finding the pain” has passed. The time for “closing the sale” has way passed. I wonder if you’re using yesterday’s approaches to complete today’s sales. Many, if not most, salespeople (not you of course) walk into a sale with product knowledge, a few questions, a sales pitch, and hope. This is a strategy that will result in “How much...
Do your people WANT to listen to you?
I’m at a corporate conference about to give my 90-minute, customized, personalized talk. As I do with all my talks, I spent hours preparing it, and I’ve spent the last 20 years improving my speaking, presentation, and performance skills. I’m not just a speaker. I’m a student speaker. Anyway, before my talk, the two corporate leaders of a multi-billion-dollar company addressed the 200-person audience. The attendees were eager to hear...
Getting what you want. It’s a matter of self-truth.
Why aren’t you moving forward? Why do you feel “stuck?” Why is your success track not moving fast enough? Why don’t you have what you want? Why don’t you have what you feel you deserve? Those are not tough questions. Those are LIFE questions. Your life. If these questions are uncomfortable to you, it means you aren’t sure of the answers. And I can’t spoon-feed them to you. But you can discover them. Here are a few more questions to...
Where did the sale go? I seem to have lost it.
Lost a sale? What did you blame it on? Who did you blame it on? In my 32 years of training salespeople, I’ve never had one person come up to me and say, “Jeffrey, I didn’t make the sale, and it’s all my fault.” Excuses like: Our price was too high, the guy said he had a satisfactory supplier, we didn’t win the bid, and other such lame excuses, except the real one: The salesperson did not ask the questions that helped the prospect find...
Easiest way to make a sale? Top-Down Selling!
In every company, there is one person you are certain that can make a decision…The CEO. Why start anyplace else? The power of being introduced by the CEO down to the decision-maker is better than Christmas where Santa brings you everything on your list. The easiest way to make a sale? Top-Down Selling! What does the Guggenheim Museum (a classic modern art museum in NYC housed in a building designed by Frank Lloyd Wright) have in...
The secret formula for personal achievement is YOURS
“Going for the gold” is wrong. Being the best you can be in order to earn the gold, or get the gold is a surer path to success. What path are you on? Are you the best at what you do? Everyone wants success, but very few achieve the success they dream about. I’m on my journey just like you. While studying, I realized the importance of personal achievement. Last week and this, I’m sharing a personal achievement (secret) formula I...
I’m satisfied with my current source. Well, maybe
The prospect is not waiting by the phone for your call. Most people have what you’re selling and are doing business with someone else. They have a source for what you do, and they think they are happy. Satisfied. Good News: Satisfied people are willing to do business with others. Your challenge is to get them to do business with you. For you statistic buffs, “I’m satisfied with my present source” ranks second on the all-time...
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