Selling isn’t about you or your products, it’s about how the prospect will benefit. To be persuasive, you need to appeal to the other person’s rational self-interest. People make decisions for their reasons, not yours. Here are some quick reminders to help them make those decisions in your favor. Forget your company history or industry […]
Read More...Want to Increase Sales? Remember, It is Not Your Client’s Job to Remember You
It is not your client’s job to remember you; it is your obligation and responsibility to make sure you are unforgettable. Here is a great action step for you to take… Call your five best clients – those whom you currently use as references. Even if you leave a voicemail, say, “Bob, I never get […]
Read More...How to Follow Up with Potential Clients – Give Benefits to Earn Business
We all have to discover the best way to follow up with our leads. “What is your sales process?” “How do your leads come in?” “What do you do with your leads?” “How do you follow with prospects?” “What process do you use to get to a formal presentation?” An example of my process with […]
Read More...Are You Making Any of These 12 Biggest Mistakes Commonly Made in Sales Presentations?
Sales professionals put themselves and their companies on the line with every word. Here are the 12 most common sales presentation mistakes I see when companies hired me to help them get better results from their important conversations and presentations and how to avoid them. 1. Unclear thinking. Want clarity? Imagine that a busy executive […]
Read More...Connecting to Your High Stakes Audience in 8 Minutes: Emotionally and Intellectually
Are you confident your sales presentations are more compelling than your competition? Do your sales presentations connect to your audience intellectually AND emotionally? My friend Joe, a sales manager for the Fairmont Hotel in San Francisco, called me for help. He was confident in his one-on-one salesmanship, but he’d lined up an eight-minute presentation to […]
Read More...Powerful Sales Presentations Focus on Client’s Problems
Powerful sales presentations are always focused on your client’s problem, goal or challenge – not on your product or the service you provide. If a client’s needs are not seen, or not of interest to you, the client will not want to talk to you. Remember, there is an underlying reason you’ve gotten an initial […]
Read More...In Marketing, Emphasize Empathy!
If you want your marketing to make money for you, focus on your customers’ feelings and beliefs. Unless you can convince them that you understand them and their problems — that you’re empathetic — they’re probably not going to buy from you. The headline on one of my marketing pieces says, “Hiring a Speaker is […]
Read More...How to Turn a Service Club Talk into a Marketing Opportunity
Speaking before a group about your business is definitely the lowest cost and best way to market your product or service and expand your customer base. From first hand experience I learned this important marketing lesson. I started talking about my hair styling business at local service organizations, such as Rotary, Kiwanis, Optimists. At the time I didn’t have much public speaking experience beyond Dale Carnegie courses and Toastmasters. Little did I know it would lead to a rewarding career as an executive speech coach and keynote speaker. Here are some key points I learned that helped me build my business.
Read More...Eight Tips to Drive Traffic to Your Website
Implementing the proper plan to drive traffic to your site is a complicated task that requires strategic and tactical plannin. However, you may find that some areas I illustrated above are pretty easy to embrace and are economical as well. Don’t lose the opportunities that are out there. Finish building it so they will come.
Thanks Chad! By the way early
Read More...How to Overcome Sales Objections
How to Overcome the “I Need to Think about it / Need to Wait until Next Week/Month / I’ll Get Back to You ” Objection by Mike Brooks
One of the oldest and most used smokescreens in the book is the, “I need to think about it” objection. So many sales reps struggle with this one because they think the prospect isn’t saying no, and so they don’t know how to respond to it.
Unfortunately, what many of you have found out is that your prospect actually is saying no – they’re just saying it in a way that makes it difficult for you to handle it. Well that will end for you today. By using the scripts below, you’ll see if your prospect really does need to think about it, or if he/she is blowing you off. Believe me you want to know now so you can save yourself weeks of chasing and begging a deal that will never close.
