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Showing posts from July, 2011

No Pain, No Sale

In a sales slump?  I have been in some in my career that made me question EVERYTHING.  "Should I quit sales?", "I wonder how much money a ChickFilA manager makes in the first year?", and "As a professional truck driver, what happens if you space out and miss a weigh station?" 

  I have a reminder for you that is true no matter what your product is.  So, before you give up on your career in sales and move to Helen, Georgia to pick up the trade of glass-blowing or wood carving civil war chess sets and Star Wars memorabilia, you might want to check out how you are doing on this simple fact-finding mission in your sales presentation.

    The truth is that there is no sale with no pain.  Someone enters a restaurant to buy food typically because they are hungry.  Someone enters a car dealership typically because they need transportation, or theirs is aging or failing.  Someone buys medication typically because they have an ailment.  And people take out a second…

Smoke out the Objections

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Few things are as frustrating as being in front of a customer that you can tell is holding something back, but is "chesting their cards."

I have found that the best recipe to overcome the tight-lipped buyer is simple...ask!  You should assume a few things before we get to this point:
First, the fact that the customer chose to visit with you at all is proof that at some level they respect you or the product you represent.The customer hasn't up and left or kicked you out yet, meaning they haven't ruled you out entirely yet - they are waiting to be wowed!They are DYING to tell you what is holding them back.  OK, that might be a little dramatic, how about we agree on they are "willing" to tell you if only asked.So, with our assumptions tied down and squarely in place, we endeavor to smoke out objections.  It's actually quite simple - you hear that phrase that we all love in the sales arena "Thanks!  I need some time to think about it."  For the s…

Just say "Yes!"

We did a fun event with the team today at a midtown Improv comedy theatre.  On top of side-splitting laughter and acting like fools, we also learned some invaluable lessons from the world of Improv.

Cut loose - too many people take themselves too seriously.  By getting out of one's own way, they open themselves up to become real to those they are dealing with.  It's amazing how customers soften and open up when they feel their salesperson is being "real" and transparentBe creative - Most of the games are versions like games we played as kids.  That being the case, it's amazing how hard it is for adults.  I mean, one game is telling a story, one word at a time, as we went around the room.  It is staggering how many adults struggled to come up with one noun or verb!  When that creativity is stimulated, it becomes infinitely easier to become a problem solver with customers and come up with real life solutions to objections that used to stump you.Just say "yes!&q…

Social Skills

It never fails - when I go to a conference and we take a break, the networking and collaboration have come to a grinding halt. As if captured by some mind ray, you see a sea of business-dressed junkies face down in their late model smart phones. It could be a business crisis, updating Facebook status (conf is lame, let's do drinks l8r), or trying to figure out what to do with 4 U's in "words with friends". Whatever it is, you'll see tons of people inches from each other NOT TALKING!

Here's some advice - be prepared with some networking questions that are irresistible whenever you find yourself or someone you are trying to do business with in a smart phone coma. Here's a few to get you thinkin':

At a conference/meeting:
"How did you break into this industry?"

"If you were in charge, what would you change?"

"What is your most memorable business meeting?"

When selling to a Smart phone addict:
"Tell me about Your firs…