Tag Archives: Sales Success

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Using the Five Senses in Selling

Using the Five Senses in Selling

In my previous post (Mind-control in Selling) I was talking about how selling is fundamentally a question of the influence of mind over mind, and how the formula for developing a mind control is very simple.  It is a study of the five senses and the manner in which they influence the mind, and a constant effort to apply in practice what you have learned. You have learned, in the early grades at school, that the five senses are sight, … Continue reading →

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How important Are You To Your Client?

How important Are You To Your Client?

Ask any group of sales people what they want to achieve with their buyers, and a vast majority will tell you they want to build rapport and establish a “relationship” with buyers. It seems like the Politically Correct thing to say, sounds nice, sounds safe, and frankly sounds easy; all the ingredients that the 80% are looking for. Now don’t get me wrong, having a relationship with your buyers and customers is important, but when measured in results and revenue, … Continue reading →

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Is It Ever A Good Time? – Sales eXchange – 149

Is It Ever A Good Time? – Sales eXchange – 149

One common objection sales people face when making prospecting calls, is when the potentially prospect says “now is not the right time”.  While timing is important, and understanding how specific triggers can help improve your timing, the fact remains that perfecting your timing will only help you in a very (very very) small way, in a very narrow part of you potential prospect segment.  Here is why. Timing is only important with two buyer groups, Passive, those who have realized … Continue reading →

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3 Ways to Steal Time

3 Ways to Steal Time

There a host of things you can focus on to master to improve your sales execution and results, but none more than the need to master time.  We all start with 24 hours at the start of the day, and how we use it will determine our success more than anything else.  I have never heard a sales person, no matter how good, tell me they have run out skills, but at one point they have all run out of … Continue reading →

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Playoff Selling

Playoff Selling

If you’re a basketball or hockey fan, you are (should be) enjoying the playoffs. For the most part the level of play, intensity and excitement of the game is at its highest level (most of the time).  Every play counts, it is do or die time, and it brings out the best in players. Some players have made a career out of being clutch playoff players, think of “Mr. October”, Reggie Jackson, and others who have distinguished themselves with their … Continue reading →

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5 Ways to Earn a Prospect’s Trust and Respect

5 Ways to Earn a Prospect’s Trust and Respect

Earning a prospect or customer’s respect is something that top sales people consistently manage to achieve. But earning that respect can be difficult and is difficult for many sales people. However, when you achieve that goal, the likelihood of capturing a sale from that prospect increases substantially. Here are 5 ways you can earn a prospect’s respect and start increasing your sales. 1. Respect their time Every person you call upon is busy, just like you are. Demonstrate that you … Continue reading →

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What Did You Learn?

What Did You Learn?

As good as a qualification process is, none are perfect, and as a result, we do at times end up in meetings that could have waited or completely passed on. Many sales people bitch and moan about the lost time, and while that may feel good it doesn’t change things.  But there are steps you  an take to make some of these meetings have value to you moving forward, it comes down to what you can learn and apply back … Continue reading →

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You Lost Me After Hello

You Lost Me After Hello

The other day I received a prospecting email that caught my attention. That’s rare because most emails lose my attention in a few short moments (15 seconds or less). The sales person’s first two paragraphs were, “We have yet to connect and the reason I am reaching out to you is that my company specializes in finding top performing sales people for sales leaders who are faced with the daunting task of building or rebuilding the sales function within an … Continue reading →