Selling is both an art and a science, but more art! Bottom line, people buy from people they like, so likability counts much more than ability! What is a relationship selling expert? What is emotional intelligence all about? Where do most salespeople fall short?
Welcome to the inaugural episode of Power Up! with NSA North Texas! The National Speakers Association is the premier organization for professional speakers, and their members reach audiences as thought leaders, consultants, motivators, and more! Today on the show,...
Have you ever had an experience with a sales person where you liked the product, wanted to make the commitment, but just didn’t feel right about it? It’s something most of us experience at one time or another. Everything lines up, but you’re just not sure about the...
What do you call the people that do business with you? Are they clients or customers? I believe there’s a significant difference. For example, how would you categorize someone that shops at Wal-Mart. They come to make a purchase – it’s a transaction. Now think about...
One of the biggest mistakes I made in my sales career was assuming that what was important to me was equally important to my customer. I met a prospect in Birmingham, Alabama that wanted a presentation on why our computers were superior to our competitors. I decided...
“The worst thing a sales person can do is start listing all the features and functions of their solution. You have no clue yet as to whether or not…”
Stephen Covey is known for his important and best-selling books starting with his 1st best seller “The 7 Habits of Highly Effective People”. As most of you know Stephen passed away last month, but his legacy lives on in more ways than one. His son Stephen M.R. Covey...
Many moons ago I was competing for a large computer sale against IBM. This sale was ours to lose and we didn’t plan on losing. Our price was lower, our technology was superior, the service levels were better and there would never be any additional fees for upgrading...
You’ve heard it many times- customers hate to be sold, but they love to buy. Why is that? Think about it, don’t you despise people telling you what to do or giving you their opinion on what they think you should do? Are you happy or mad when a friend tells you what’s...
Here’s an oxymoron - if you want to be successful in the world of sales, stop selling! You don’t need to convince the prospect to do business with you; they must convince themselves that you are the person they prefer to buy from. Prospects and customers don’t just...