Posts from — March 2006

Have you ever wondered why you seem to hit it off right away with some customers, while with others it’s more like oil and water? That’s because we respond intuitively to the natural chemistry, or lack there of, between temperament styles.

Our temperament style not only determines our behavioral traits, body language patterns and buying style, but it also influences our compatibility with other people.

Today we have access to innovative tools such as the Internet, cell phones, faxes and voice mail all designed to enhance our communications and support us in selling more effectively.  Read more...

You’ll often come across people who use their budget as a way to keep from committing to a purchase. Use this close to remind them of the true purpose of a budget and who’s actually in control.

I understand your need to stick to your budget, John. In fact, that’s why I contacted you in the first place. I’m fully aware of the fact that every well-managed business controls the flow of its money with a carefully planned budget. The budget is a necessary tool for every company to give direction to its goal. However, the tool itself doesn’t dictate how the company is run.  Read more...

Operating their mouths at light speed, some salespeople put on amazing demonstrations. They flip levers, punch buttons, and zip stuff around. Out of the machines they’re demonstrating come a flood of perfect parts, data, copies, or whatever. But they don’t sell much with these superb performances. Why not? Because apathy rushes in where involvement fails to tread.

Buying is action. It can’t take place unless there are decisions, and decisions require a switched-on mind. Watching, instead of doing, is a switch-off. The longer your prospects are switched off, the harder it will be to switch them back on again when you want the paperwork approved at the end of your demonstration.  Read more...

One of the simplest ways to increase your productivity as a salesperson is to tune into your buyers point of view. When you are in tune with your buyer you have empathy. This means that you can identify with and understand their situation, feelings, and motives.

When you are in tune with your buyer everything you say or do seems to be right on the mark. The buyer gets the feeling that you really understand them and the road to a successful sale lights up like an airport runway. The opposite is also true. When you are not in tune with your buyer nothing you can do or say will seem to be right. When you push they pull and vice versa.  Read more...

In sales, there’s a fine line between persistence and stalking. In my experience, with the exception of prospects who are already in the sales cycle, that line is usually drawn at about once every 6 weeks.

So given that you only have once every 6 weeks to make a direct impression on your “B” and “C” list prospects, how can you make sure those follow-up calls have the greatest possible impact?

Let’s go back to the science of sales, and dissect a typical opening call that I hear 80% of the time when I’m coaching sales people:  Read more...