Category Archives: Selling
Sell by using Emotion
We humans are truly emotional beings. This really hit home when I read a blog written by Ilyce Glink, 7 tips for landing your dream home (I know someone who is actively searching for one). Selling a home can be a very emotional experience. But this isn’t much different than the decisions that we make all the time when we want to buy something. It just seems that when buying or selling a home we tend to recognize the emotional component more openly. We need to remember that emotions play a predominant role in any buying decision. Acknowledging this as we plan our sales calls can make a difference.
One Question Leaders should Ask Sales Managers
As leaders, we expect quite a bit from our sales managers. And I’d be willing to bet that we are not giving them all the support and training they need to excel. One of the best sources that can guide … Continue reading
Another Opening, Another Show
Another Opening, Another Show—it’s another way to approach your sales call. Each sales conversation presents another opportunity to capture interest, to learn more about your customer, to communicate your marketing message, handle objections, and gain commitment. And then the cycle … Continue reading
Are you telling or selling?
When I read the title of the blog “Diversity Training Doesn’t Work”, I thought it might provide some tips that could help us improve our training programs. Instead, it provided some insight as to why our Thinking Like a Customer … Continue reading
Business Relationships
How odd it is to hear that a sales person does not want to ruin the “relationship” with a customer by asking for the business. It seems that some sales people don’t know the difference between a friendship and a … Continue reading
To Excel in Selling
To excel in selling, you need to continue to sharpen your skills, to learn more about the art of selling and to continue to hone your craft. The truth is that the vast majority of people in any organization, including … Continue reading
Closing for the Business
Have you ever been in a situation when you asked a closing question and felt uncomfortable? Many sales people admit to including a close as part of their sales dialogue only when they are being observed by their manager. How … Continue reading
High vs. Low Pressure
I wonder how many sales people who employ high pressure tactics realize when high pressure exists, it blocks out everything else. Take for example a natural phenomenon: Thousands of people visit Yellowstone National Park every year—and witness the majesty and … Continue reading
Planning Sales Conversations
Customers today are often busy and when they do meet with a sales person, they want it to be a worthwhile encounter. That’s one of the reasons why it is so important to plan what you are going to say … Continue reading
Selling Change
How do you react when you hear that a change is coming? Most people react emotionally—and usually in a negative sense. In fact, when you ask people to describe unanticipated change, 84% use words that have negative connotations, such as … Continue reading
