In a recent post, we explored the potential of enhancing the evaluation stage of the sales process by asking relevant sales discovery questions. In this post, let’s take a deeper dive into how your salespeople can use the questioning process to build their credibility while increasing interest on the part of their buyers.
Most people approach business deals extremely carefully to steer clear of any arguments. But sometimes, there is confidence in conflict – as long as they are handled the right way. Lance Tyson sits down with Kwame Christian, President and CEO of the American Negotiation Institute, who talks about his strategies in finding opportunities even in …
Finding Confidence In Conflict With Kwame Christian 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 »
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 …
Drive Sales Performance Metrics by Selling to a Gap I recently started working out again, so I decided to seek out a gym. As I weighed Lifetime Fitness vs. the local rec center, the options were overwhelming. So, I sat down with the GM of Lifetime Fitness and he said, “Can I ask you a …
This article on how to close business was originally posted on September 9, 2019 by Lance Tyson in SellingPower For sales professionals, there is perhaps no single word more enshrouded in mystery than “closing.” If you check out the descriptions for sales jobs, you’ll find that companies are always looking to hire closers. There’s a …
How to Close Business in a Complex World: Bring It in for a Landing Read More »
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 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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