Monthly Archives: January 2011
Emotions play a huge role in how we make decisions and this is particularly true when we are evaluating what to buy. Therefore, it behooves us as sales people to be skilled at evoking emotions as part of the selling process. The way we accomplish this is through the words and phrases that we use, for words are the tools that have the power to create feelings, both positive and negative. If we are able to tap into those feelings in a meaningful and effective way, we are more likely to make the sale. Continue reading
The Relationship Edge named one of the “50 Best Business Books for Women” Read article by clicking here.
Read a great article on ESPN.com and learn how Jerry Acuff helped NBA star Reggie Williams reach his goals by clicking here.
A few months ago I wrote about Reggie Williams and his dream of playing for the NBA (“Reggie Williams and Setting Goals”). Today I wanted to share with you 6 rules that if followed, greatly increase the likelihood that you’ll achieve your goals and make your dreams come true. Continue reading
Since our work with Delta Point began, our sales have consistently increased despite significant competitive activity.Since our work with Delta Point began, our sales have consistently increased despite significant competitive activity.
There are a lot of definitions of selling. It’s probably safe to say that each individual has their own definition. This variety can create conflict in an organization because our beliefs drive our behavior. When an organization does not specifically define selling with clarity for its sales team, it is likely that team members will behave inconsistently, which will in turn have an impact on the relationships and messages customers will hear. Obviously, this is not optimal for salespeople, the brand, or the company. Continue reading
“Nobody ever sold anything to anybody by boring them to death.” What David Ogilvy (advertising guru) said is so true—it’s hard to talk to someone that you find boring. That’s why being interesting is how we can get our customers want to talk to us and as importantly, pay attention to what we say.
Think about the people you know who are interesting. Odds are that you can probably separate them into two groups. Continue reading
Objections are often the major reason that customers hesitate before they buy or don’t buy at all. They are always an obstacle to a final sale unless you know the correct way to respond to each of them. But before uttering a standard response to an objection, it makes sense to take a step back and determine exactly why the objection was raised.
I’ve learned that there are basically four main reasons that our customers throw obstacles in our path (known as objections): Continue reading