Buying Motives – Rocket Fuel for Driving Your Sales Process and Profits Before we jump into buying motives and the buying process, let’s revisit the doctor’s office analogy for a review of the sales process. When the doctor starts asking questions to diagnose your situation, the questions they ask are simple at the start. The …
How to Determine Buying Motives and Make Every Sales Call Profitable Read More »
Back in 2015 when I ran a call center, my director of technology issued an ominous warning: “You know, hackers are using the same persuasion and influence skills we use to reach top decision makers to gain access to systems they shouldn’t have access to.” He added, “There are conferences where hackers compete to see …
The Human Sales Factor Shows How to Expand your Power to Influence and Persuade Read More »
Do you want to build your brand with great people behind you? You have to know how to be a true leader. Lance Tyson sits down with another heavy hitter in sports and entertainment, Curt Waugh, the Vice President of Ticket Sales and Service for the San Diego Padres. Their discussion touches on creating high-performance …
Creating High-Performance Teams To Build A Brand And Grow Your Business With Curt Waugh Read More »
Set a Slow and Steady Cadence to Increase Sales Performance Metrics Anyone who knows me well, knows that one of my guilty pleasures in life is buying watches. For me, a watch signifies so many things—time, commitment, longevity, patience, perseverance. Time is what we struggle to keep with those we love, and is what we …
Sales managers, here’s something I’ve noticed that may be frustrating you when your new salespeople start their sales negotiations.
As salespeople, we have to use forms of evidence to help convince, persuade, and influence the buyer. Remember, everything from here on out relies on the three elements of our Specific Interest Statement: presenting our solution, referencing the primary interests, and appealing to their buying motive. Now that we have that foundation, we need to …
Quite a few salespeople are think they can fast-talk their way through a sale presentation. But In a previous post, we saw how incorporating a visual demonstration in the sales presentaiton made the difference between a mediocre sales performance and selling excellence. So keep this basic sales concept in the back of your mind when …
Sales Training Exercise – Give Your Sales Presentation Visual Power Read More »
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.
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 …
Anatomy of a Sales Call: Tailor Your Sales Process to Their Buying Process Read More »
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. …
Some Questions are Stupid – The Right Questions Yields Persuasive Influence Read More »
Intuitive Sales Wisdom Regarding Credibility Here’s a bit of insight I stumbled upon about credibility while doing a half day training with one of our regional sports franchise sales teams. During the the session, I realized these guys were intently focused on their service. And I needed them to move away from using that as a …
When putting together a sales presentation, there are certain guidelines you’ll need if you’re creating a first class performance. And make no mistake. You aren’t just educating your prospect, you’re performing for them. Your presentation has to have style, panache, and showmanship. So when putting together your presentation, it’s best to start at the beginning.
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