When your need to compete, and be superior to someone else, gets in the way of the best possible outcome for both of you – competition becomes a liability. I’m talking about the kind of person who always needs to be “one up” on other people.
Author: Tony Alessandra
Many employers believe that money is the most effective instrument for motivating employees. The problem is that this method gets expensive and doesn’t work as well as positive, non-monetary motivators. There are other positive motivators that excite many employees even more than money.
The concept of adaptability, as developed by Dr. Michael O’Connor, co-author of The Platinum Rule®, is a two-part process: flexibility and versatility.
If, as someone once said, tact is the radar of the mind, then practicing DISC theory can be a valuable tune-up of your antenna.
For many of us, talking can come pretty easy especially when it’s about something we’re interested in. But effective listening? That’s another story.
I believe there are two ways to negotiate: manipulatively and collaboratively. You could call it “win‑win” versus “win‑lose.”
No matter what kind of traveling you’re doing, whether it’s through life or across the country by car, if you don’t know where you’re going, you’ll never know if you’ve arrived. Taking just any road will leave your fulfillment to chance. That’s not good enough.
Are you envious of a fellow salesperson who picks the right questions to ask in a fact‑finding situation? Probing ‑ asking the right questions at the right time ‑ is essential to success in sales. Probes help prospects “open up.”
Companies which don’t understand their competitive advantage say things like, “Our product is better quality,” or “Our service is better.” You have to define quality or show how your service differs from the competition.
As I’ve traveled around the country giving keynote speeches the past 27 years, I’ve been amazed to find that many salespeople do not know and cannot articulate their competitive advantage to their prospects and customers!
Throughout the sales process, you should always be listening to the questions prospects ask you. They are clues to what the prospect is thinking. The questions salespeople love to hear are the ones that signal an intent to buy.
Professional salespeople, who sincerely match customer needs with the product or service, can be much more relaxed once they reach the commitment stage. If you’ve been conscientious all along the way in working with your prospect, the two of you will naturally progress into the commitment phase.