Year: 2018

Some Questions are Stupid – The Right Questions Yields Persuasive Influence

  In the last post, we looked at a process using questions to identify and build a sales opportunity and selling to the gap.   In addition to building the opportunity, the questions your salespeople use shape their prospect’s mindset and perceptions, allowing them to achieve persuasive influence. The questions your people ask are important. …

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The Secret to Closing Sales Is in Knowing What Your Prospect Wants

Do You Know What You’re Really Selling? As I addressed in the previous post, much of your success as a salesperson will hinge on an effective sales starter. Contrary to the popular belief, there is no skill in closing sales – it’s all about creating a great opening.  Your opening should quickly establish rapport with …

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How to Use a Sales Starter to Quickly Secure Your Prospect’s Attention

  Use a Sales Starter to Get Your Prospect’s Attention Opening a sales call to get your prospect’s attention is no different than introducing yourself to someone of interest in your personal life.  Both situations require authenticity, interest, and relevance. Beginning the conversation hinges on a good sales starter – something that captures your prospect’s …

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How a Sales Presentation used an Egg to Close a Financial Services Deal

In my training sessions and consultations, I find that many salespeople focus their attention on closing tactics. However, when you open your sales call correctly, execute your sales process in an above-board manner, and you wrap all of this in an effective sales presentation, the close happens effortlessly and naturally. Check out this example, showing …

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Consider the Doctor’s Office: Selling as a Process of Diagnosis and Prescription – Continued

In my previous post, I introduced the first three steps of my “Away-Game” selling process and how they directly mirror our experience at the doctor’s office.  Each of these steps addresses some aspect of being in the buyer’s mind – which is why it is so successful for sales professionals.  Previously we discussed the connect, …

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Consider the Doctor’s Office: Selling as a Process of Diagnosis and Prescription

There are six steps in what I call the “Away-Game” selling process: Connect Evaluate Diagnose Prescribe Dialogue Close Each of these steps addresses some aspect of being in the mind of the buyer – which is why it’s so successful.  To understand how these steps play out, consider your experience at the doctor’s office.  In …

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