Your Sales Call will Fail Unless….
With so much at stake with each sales interaction, why do reps set themselves up for failure? I’m referring to their lack of planning and delivering a great opening. As I have often said, “A great opening does not make a great call but without a great opening you won't have a great call.”
How to Maintain your Customer’s Interest
“Now, I want to talk to you about my other product…” This is how most reps transition from a discussion about one product to the next. What a lost opportunity! If they just used some transitional phrases (also called bridging statements) the conversation would sound more natural, would flow better, and they would get a chance to reinforce a marketing message or salient point about their product.
Sell in the Comparative, Not the Superlative
It is often easy to spot a new sales rep who is fresh out of training. They are usually very enthusiastic and passionate about their products—and often use superlatives when describing what they sell. However, I would contend that superlatives rarely belong in the sales conversation at all. It’s great that you as an individual believe that what you are selling is the best in class. You do need to have belief and conviction in what y...
Your Product Story and Imagery
“There is a big difference between a green sofa and an overstuffed chair with arms that come up to your ears when you sink into it with a child in your lap.” [Dave Lakhani. Persuasion: The Art of Getting What You Want]. Yes, there is a big difference between forming a mental image in your brain about this comfortable chair and paying no attention at all to the ‘green sofa’. Yet in selling, it seems we often forget the power of w...
The Role of Emotions in Selling
Emotions play a huge role in how we make decisions and this is particularly true when we are evaluating what to buy. Therefore, it behooves us as sales people to be skilled at evoking emotions as part of the selling process. The way we accomplish this is through the words and phrases that we use, for words are the tools that have the power to create feelings, both positive and negative. If we are able to tap into those feelings in a meaningful and effective way, we are more likely to make the sale.