The Secret to Influence in Sales – Making Your Ideas Their Ideas

sales influence how to make your ideas their ideas

In a previous post, I spoke about empathy and sympathy and how it’s better to be sympathetic to the client’s situation vs being empathetic and joining them in the situation. Let’s delve a little deeper into that and see how we can use this to influence the sale process. Continue reading

Buying Motives – Rocket Fuel for Your Sales Process

buying motives are rocket fuel for your sales process

Before we jump into buying motives, let’s revisit our doctor’s office analogy for a quick update.

When a doctor starts asking questions to diagnose the situation, the questions he or she asks are simple at first. They are based on their own general historical experience and their own historical knowledge of you. For example, “What’s your age? When was the last time you went to the doctor? How do you feel right now?”

The questions get more complicated as they proceed. Then he or she weighs your answers to figure out what problem or problems might need fixing. Then, based on their expertise, they can arrive at a proper diagnosis. Continue reading

Empathy vs Sympathy: Are You a Part of Your Prospect’s Problem?

sympathy and being sympathetic in your sales diagnosis

The Role of Sympathy and Empathy in the Sales Process

Here’s something I learned in my past about the roles sympathy and empathy play in the sales process. Keep in mind, you are sitting across from your prospective buyer because you want to help them solve their problem, not become a part of the problem. Continue reading

Anatomy of a Sales Call: Tailor Your Sales Process to Their Buying Process

tailoring your sales process to the buying process - field example buying shoes

Here’s an example of a retail sale that shows how evaluation and diagnosis both require the salesperson to get in the head of the prospect and tailor the sales process to the prospect’s buying process.

Not long ago I attended a U2 concert at Hard Rock Stadium in Florida with my family. We were down in the club level and I had all these salespeople from our client, the Miami Dolphins, talking to me. That’s when I happened to notice this one guy who works there as the head of Sponsorship. Continue reading