It’s known in sales that people buy emotionally and then back their decision with logic. Isn’t it funny though, that when clients have objections, they’re usually logical? Your price is too high. I don’t like the way the contract is worded. The specifications aren’t what I expected. Clients typically consider four criteria when deciding to […]
Your Track Record’s Influence
Your track record is critical when it comes to influencing your clients. But not everyone views them in the same way. The four personality styles are influenced for different reasons. A statistic shows that clients would pay their sales person for their advice only 5% of the time. While over 30% of clients think the […]
The Art in Sales
Sales is both art and science. Science resides in the left brain, which houses process, technique and methodology. Art resides in the right brain, which has the emotional connections, relationships and the energy of possibility. Our left brain is objective and searches for the tangibles, while the right brain looks for the intangibles and tends […]
Clarity Depends on Contrast
“clarity on how to think without clarity on how to act can leave people …”
How do Customer’s Make Decisions?
…“The most popular theory frames decision-making in epic terms, as a…”
What Customers REALLY Want
…“I’m selling drills, therefore my customers are buying drills.” Wrong! They are buying …
Habits Are Powerful!
“… habits can be changed when we know how they work.”
In Sales… It’s Not About YOU!
Have you ever had a sales call turn out differently than you expected?
Are You a Problem Finder?
We learn that solving problems does not set sales people apart from their competitors, but rather…
Help Your Clients Recognize Their Need
According to life insurance industry studies, 36% of clients don’t recognize they have a need. You may wonder how that is possible. Several years ago I made a sales call on a prospect that was losing $10,000 a month in revenue due to a problem with their invoicing system. We presented a solution that would […]
