Marketing v. Selling

Most salespeople have their “Top 10 Prospect List” – important companies in their territory that could generate significant sales revenue for the company.  These companies are usually difficult to get an audience with, especially if you have had little or no prior contact with them.  After all, they may not know who you are, and [&hellip

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Emotions and Their Role in Selling

In the 1960’s Eric Berne developed the concept of Transactional Analysis.  The foundation of this theory was that people have three primary “ego states” (Parent, Adult, & Child) that are developed in their early years from observing other people, and these ego states are subconsciously accessed based on various stimuli that people receive from their [&hellip

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Overcoming Self-Limiting Beliefs

Many of us carry around negative beliefs (head trash) that keep us from being successful.  As Albert Einstein said, “Imagination is a preview of life’s coming attractions.” That means if you think you can, you most likely will, but if you think you can’t, the odds will be stacked against you. To quote Henry Ford, [&hellip

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Eliminate Your Competition Early

Change is difficult.  Don’t let your prospect use it as an excuse not to buy from you. When a company has a long-term relationship with a vendor, often it has developed processes around doing business with that vendor.  In addition, close personal relationships are developed with vendor personnel that can be painful to sever. Frequently [&hellip

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“Your Price is Too High”

One of the most common objections salespeople get is about price.  Typical comments are: “That’s a bit more than we were thinking about   ” “Your prices are kind of high.” “That just doesn’t fit our budget.” Salespeople tend to be very aggressive in their attempts to overcome price objections, and quickly begin dropping their price [&hellip

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Improving Your Closing Average

A recent survey by CSO (Chief Sales Officer) Insights revealed the following dismal forecasting facts: 94% of forecasted sales are incorrect (they don’t close when forecasted or for the $ amount forecasted) 54% do not close at all, with… 30% of forecasted sales going to the competition, and… 24% of the time the buyer does [&hellip

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Clearing the Objection Minefield

The military clears a minefield before they move forward on the battlefield.  They know (or suspect) that landmines exist and realize that failing to clear them will spell disaster.  Selling is no different.  Often we suspect that a landmine (a potential objection or roadblock) exists, but we typically ignore it in the hopes that it [&hellip

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The Pain Conversation

The best investigators are the best closers.  What you do before you make the presentation, the diagnosis you perform on the prospect, is the most important element in a complex sale.  When prospects believe you understand their challenges better than your competition does, they have more confidence in you as a solution provider.  Think of [&hellip

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Common Sense Selling® – An Overview

You’re familiar with the buyer’s process and the traditional seller’s response.  The traditional feature and benefit selling approach has seen its better days and is not effective in complex sales today.  Obviously, if it’s not working it needs to be changed.  So, here’s a sales process that has been proven to work well in over [&hellip

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The Buyer’s Trap

It takes two to tango, and here’s a dance that’s been going on for a very long time.  The leader is the prospective buyer, and his salesperson “partner” eagerly follows in perfect rhythm.  This scenario is played out tens of thousands of times every day, to the point that it has become conventional wisdom that [&hellip

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