Tag Archives: Sales Effectiveness
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.
Why Selling is a Thinking Person’s Game
Selling is a thinking person’s game. If you want to sell a product to someone, you need to connect with them and make them think. I don’t know how you can do this unless you are a thinking person. And … Continue reading
Is Your Customer’s Reality Realistic?
What your customers believe to be true—about you, your product or your competition—may not be based in fact. But that doesn’t matter. Because what your customer believes is true is more important than whether or not it is. If we … Continue reading
Before the New Year starts….
As the year winds down, many sales reps are focusing on their year-end goals. There seems to be a frenzy of activity both in home office and in the field to accomplish what needs to be done. Often people find … Continue reading
Training vs. Educating—Aren’t they the Same?
In his recent blog about training versus educating (Training is Out. Education is In. Are You In or Out?), Gitomer made some interesting points about corporate training which are worthy of further discussion and thought. To begin with, I applaud his … Continue reading
The Ultimate Advice for Succeeding in Selling
“Success is simply a matter of luck. Ask any failure.” [Earl Nightingale] Success in anything doesn’t just happen. It takes hard work, dedication, and perseverance. There are undoubtedly thousands, if not millions, of words written about what it takes to … Continue reading
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
5 Ways to Talk so Customers will Listen
It is impossible to persuade or influence someone if they don’t listen to what you say. So before you can attempt to sell your product, you first have to get your customers to listen to you. This is not as … Continue reading
The 4 Reasons Customers Won’t Buy
We have all encountered it—despite our best efforts, there is no sale. When this occurs, I’ve found it helpful to think about what happened in terms of why didn’t my customer buy my product instead of why didn’t I make … Continue reading
The Danger of Not Thinking Like Your Customer
Pepsi designed what they thought was a great ad campaign for the Middle East but something got lost in the translation. Trying to appeal to this male dominated society and knowing the importance of visuals, they created a series of … Continue reading
