Goal Setting & Achieving

We’ve all been told how important it is to set goals.  Yet for most of us goals are little more than New Year’s resolutions…forgotten by the end of January. Great intentions, but little follow through.  As a result, we don’t make the progress we are capable of.  We simply put our nose to the grindstone [&hellip

Read more »

If You Sense It, Say It (Nicely)

If we’re paying attention, prospects will often give us clues to roadblocks we might have to overcome during the sales process.  A word here, a facial expression there, and we know something is happening.  Sometimes it’s not good.  Your intuition tells you that something is wrong and needs to be discussed, but you don’t know [&hellip

Read more »

“I’m Happy…Why Should I Change?”

Salespeople are frequently hit between the eyes with this objection in the very first moments speaking with a new prospect.  The pressure on the salesperson immediately rises to the boiling point, while the prospect sits back and watches his adversary squirm.  It’s actually fun, when you’re the prospective buyer. Salespeople react predictably to this statement…most [&hellip

Read more »

Traditional Closes & Trial Closing

Since selling has changed over the years from the simple, transactional sale to the more complex, high dollar relationship sale, salespeople need to be armed with as many weapons as possible.  The traditional closes described below are most appropriate in a lower value, transactional sale.  However, virtually all salespeople will find themselves in situations where [&hellip

Read more »

Handling Objections

Like it or not, you’re always going to get objections.  While they’re not “our best friend” as some of the old time sales trainers say, there are some positives to objections. They reveal the prospect’s interests and concerns. They present a good opportunity for you to ask questions about the prospect’s concerns. They show that [&hellip

Read more »

The Prospect’s First Test

Some prospects just aren’t worth the effort. Let’s face it; there are “good” prospects…and “bad” prospects.  In fact, a bad prospect is not a prospect at all.  Any prospect that is antagonistic, vague, and non-communicative is a bad prospect.   But salespeople, despite the obvious danger signals, are usually reluctant to disengage from bad prospects.  The [&hellip

Read more »

Pain Symptoms

Sometimes it’s easy.  Sometimes the prospect simply gives you a description of his problem on a silver platter (at least as he understands it).  But sometimes it’s not so easy.  When it’s not, you must be prepared to initiate the pain discussion to determine whether or not your prospect has an issue you can help [&hellip

Read more »

Matching & Mirroring

Consciously communicating with someone in a style that is similar to theirs is called matching and mirroring.  It is a subtle communication expressed through body language, tonality, and words. Remember, all things being equal, people do business with people they like…and they like people who are “like” themselves. Matching and mirroring is not designed to [&hellip

Read more »

Active Listening

People need to trust you in a selling situation.  Without trust, people will not feel comfortable opening up to you and sharing their concerns, fears, and hopes.  And if they won’t open up and have a meaningful discussion about  their business issues with you, you’re unlikely to win the business.  Being seen as a trusted [&hellip

Read more »

Working With Gatekeepers

A gatekeeper is someone in the organization who has the responsibility of deciding who gets to talk to the boss, and who does not.  Typically this person has the title of Executive Assistant or Administrative Assistant and is an insider as to what’s going on in the company.  They are very skillful at sorting out [&hellip

Read more »