“We have found that the most effective persuaders use language in a particular way. They supplement numerical data with examples, stories, metaphors, and analogies to make their positions come alive. That use of language paints a vivid word picture and, in doing so, lends a compelling and tangible quality to the persuader’s point of view.” [...]
"You can have brilliant ideas; but if you can't get them across, your ideas won't get you anywhere." - Lee Iacocca, former Chairman of Chrysler Corp." How do you develop a systematic approach to selling your ideas that results in effective persuasion? Answer: Learn how to “woo” people to your way of thinking. “Woo” stands [...]
How many times have you had to sit through a really bad presentation or pitch? What was it about the pitch that made you bored, disinterested, frustrated or even angry? We all know a bad pitch when we experience one, but what does it take to make a really great pitch?The key to making winning [...]
Do people always return your phone calls? Do you end up leaving lots of messages and still people don’t call you back? When people don’t return your calls what can you do? Well lots.....Preparation is the key to getting your calls returned. Think carefully about the impression you want to create and outcome you want [...]
Often the best way to approach a sales opportunity is the way a detective approaches a crime scene, by learning as much as possible about the situation, the circumstances and the people involved.The 5 principles of Investigative Selling:#1. Don’t just find out what the customer wants, find out why they want it!Spend less time trying [...]
Have you ever wondered how highly success sales people navigate social situations so skillfully and seem to always know how and when to engage others in ways that are effective in any sales situation?Success in sales is nearly always based on superior intelligence. Superior market intelligence, superior competitive intelligence, superior customer intelligence and superior intelligence [...]
“You can tell a man is clever by his answers. You can tell a man is wise by his questions."Asking questions is one of the best ways I know to get information. But not all questions are created equal. Insightful and profound questions invite equally insightful and profound answers. In sales great questions bring out [...]
One of the determinant skills that separates good from great sales people is how great sales practitioners can get across their ideas and then get their ideas permanently embedded in the heads of the people they are talking to. The word “sticky” has become part of today’s business vocabulary and very clearly describes the desired [...]
The way to move people to action is through emotion. Whether you want to change someone's mind or get them to take action on something they are already in agreement with. Emotion is the key. Think of emotion as energy in motion. People respond to emotion and make decision based on emotions and then justify [...]
Speaking to the EEMEA sales team at Orange Business Services Sales Kick-Off 2007 in Faro, Portugal. The key ideas presented in "How to Over-Achieve in 2007 by becoming a Trusted Advisor" were:The Sales Cycle vs the Buying Decision ProcessStages of Sales ProficiencyBuilding TrustCreating Credibility: Expected vs Exceptional CredibilityEngaging Diagnostic ConversationsAsking questions with impactListening with your [...]