What is selling? I believe the true definition of selling is “the transfer of emotions from one person to the other.” People buy emotionally and back up their decision with logic. If that’s the case, then the second question to consider is what’s more important, EQ or IQ? EQ is the emotional quotient and IQ […]
The Scarcity Effect
It’s a very difficult time for our country and the world with the COVID-19 virus. I would never have thought of going to the store as soon as I could to buy as much toilet paper as possible. Now that we are approaching a month of sheltering in place, I would think that the stock […]
Is Your Price Too High”
How many times have you heard, “Your price is too high?” If you’re like me, too many. When the prospect questions your value their only response is, “It’s not worth it”. They may even say, “If you can lower your price, maybe I’ll buy”. But what’s really going on when they protest your pricing? You […]
How to Create Customer Urgency
Have you ever been here? It’s the end of the year and you have several customers straddling the fence on committing to buy. You know that the good ole end of year “only” discount strategy can certainly be approved, but is there a better approach? Does the customer truly see the value in your solution? […]
Rekindling Customer Loyalty
I’m sure you’ve experienced an incident like this before. You work with a service company and at one point they disappoint you. You decide to try another service provider (let’s say a car maintenance service) based on a friend’s recommendation and now you are loyal to the new provider. Goodbye to the old; they’ve let […]
Value Influences Emotions
When my wife asked me to come into the kitchen on a Sunday afternoon, my first thought was, uh oh, now what? It seems all too often that means a new renovation idea. She continues by saying, you see these beautiful Formica counter tops from 1972? I want new granite counter tops. My response, how […]
The Benefits of a Robust Sales Pipeline
The science in selling comes down to a pretty straight forward formula. The bigger your pipeline, the better chances of success. A Robust Pipeline = Predictability + Power + Profit. The foundation of building a pipeline is about blocking out the time and being committed to focused prospecting. It’s getting back to the basics. Pause […]
Objection! Leading the Customer
Would lawyers make great salespeople? Well let’s think about it. Are they good at asking questions? Absolutely. Just watch a good trial lawyer ask the witness some questions. They lead them down the path they want while the opposing lawyer interrupts with “objection, leading the witness!” In sales, these questions are called positioning questions. Without […]
Before You Dash to the Demo
The prospect takes a real interest in your company and the potential results your solution offers. You get excited and immediately ask, “Can we schedule a demo so you can see the great capabilities of our system?” They agree! Yet, after the demo, they go silent. Where did all of that interest go? And even […]
Patience is a Virtue in Sales
It’s nearing the end of the fiscal year and you’re $50K away from making your annual sales budget, and yikes there’s only three weeks to go. Do you feel that sense of urgency? You bet! It’s the position most of us have experienced many times. What do you do? Call your best clients looking for […]
It’s the Little Things That Have the Greatest Impact
What would you think of a service that got the little things wrong? Tom Peters made the statement years ago “that coffee stains on airline tray tables indicate poor engine maintenance.” Being a sales coach and speaker, I’ve started to notice those little things that can irritate the client. How about announcing the flight number […]
