What is your biggest fear? Speaking, Rejection, or Failing?
It is said that speaking in public is a bigger fear than death. I don’t buy it. I think if someone put a gun to your head and said speak in public or die — you’d find that lost William Jennings Bryan oration within you. By far the biggest fear of salespeople is fear of failure. It has a cousin — fear of rejection. Rejection is the pathway to failure — if you fear it. While failure itself is real, the fear of it is a condition of the...
The secret formula is React, Respond, Recover, +1
You do something wrong. The customer gets mad. You apologize and try to fix the problem, make nice, and hope they don’t go someplace else next time. Want to buy some “Customer Insurance?” Sure, you do. How do you get “Customer Insurance”, you ask? Easy, you already have it. The problem is that most people (companies) don’t use it. Reason? Insurance costs a little extra. It’s called Plus One Insurance and here’s how it works: When the...
I’m satisfied with my present 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 can you get them to do business with you? For you statistic buffs, “I’m satisfied with my present source,” ranks second on the all-time...
People of Influence are successful. Are you one them?
Are you seeking more influence with your customers? With your boss? With your prospects? With your connections? With your associates and coworkers? Have you ever thought about what elements go into being an influential person? Below is the list, BUT don’t just read it – compare your skill levels to it, so that you can develop your understanding AND your status at the same time. This list contains elements of the IDEAL influencer. All...
More sales are made with friendship than salesmanship
Your mom said it best. As a child, when you were fighting or arguing with a sibling or friend, your mom would say, “Billy, you know better than that! Now you make friends with Johnny.” Your mother never told you to use the alternative of choice close or the sharp angle close on Johnny. She just said make friends. That may have been one of the most powerful sales lessons you ever got. It is estimated that more than 50% of sales are...
Loyal customers are a breed – and you are the stud
Customer satisfaction is at an all-time high. Customer loyalty is at an all-time low. Why? Simple. Satisfied customers will shop anywhere. Satisfaction is not any indication that the customer will repeat a purchase. As a consumer, you have often been satisfied and never returned to that place of business. A more complicated reason is that business is just now discovering that satisfaction is no longer the measure of customer success –...
Salespeople: “Never fail again” Here’s how!
One of the greatest fears of salespeople is failure. Early in his career, the late David H. Sandler, founder of the Sandler Sales Institute, created a mechanism that prevented him, or any salesperson who uses it, from ever failing again. The following adaptation from You Can’t Teach A Kid To Ride A Bike At A Seminar, by David H. Sandler and John P. Hayes, explains Sandler’s technique The Upfront Contract. John Hayes recalls a magic...
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