Have you noticed some wisdom that has been around for years suddenly becomes relevant, and with a dedicated person behind it, it is brought back to life to influence a new generation? As a seasoned sales presentation expert, I’ve enjoyed dissecting numerous sales books during my career. However, few have left as lasting an impression […]
Read More...3 Simple Actions to Help Business Owners Succeed in Sales
Success: 3 Frippicisms at a Time One. Make short-term decisions that will help your long-term goals. Ask yourself, “Will my time and financial investments position me and my business for where I want to be in 5 years?” Consider the timeline of your weekly activity. Are you learning, improving, staying connected with past clients, and […]
Read More...If Your Goal Is to Be Persuasive, Remember to Use the Irresistible
Nobody Can Resist a Good Story Well Told One of my favorite assignments is to work with sales teams and help them use stories to drive more sales. It amuses me to ask them, “Have you ever noticed that it seems as if our prospects are often trained to resist our sales presentations?” However, it […]
Read More...3 Superb Story Suggestions to Make More Sales
Even the most hardened prospect can’t resist a good story when it is well told. Keep in mind, the reason you tell stories is that your prospects will not remember everything you say. They will, however, remember what they see and feel while they listen to you speak. Rely on three powerful story formulas to […]
Read More...How to Close More Sales with Great Questions
The Quality of Information You Receive Depends on the Quality of Your Questions As a seasoned sales professional, you are familiar with the importance of asking good questions in order to discover how a prospect can benefit from your product or service. The right questions give you good information that will move the conversation and […]
Read More...How You Can Solve “Who Cares?” Syndrome in Your Sales Presentations
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 […]
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