Part of your sales process may involve making a presentation to an audience made up of prospects who, at best, are neutral. At worst, some of these people will be hostile to what they think you are going to say.
Please don’t confuse this article as just a tribute to the late, great Wilt Chamberlain. Rather, it’s a commentary on setting standards, breaking records, and the ability to have so much skill that the rules are changed to level the playing field.
Are you tired of prospecting, presenting, negotiating and closing the same old way? If so, your success rates could be falling. Prospects and clients can tell when you’re not into what you’re selling. To improve your numbers, why not try a little creativity? Most people don’t think of sales as a creative profession. After all,
Typically, reps make their product or service the hero of a story, saving the day for the prospect and his or her business. But, what if you switched it up? Emily Bauer suggests casting the prospect as your story’s hero.
Ever dream? Ever had a scary dream? Think you were dying? Falling? Wake up in a sweat? What causes dreams? I have no idea — and neither do the experts. All kinds of studies, all kinds of theories, all kinds of books, very few answers. And you’re thinking “night,” aren’t you? There’s a much more
Have your made your prospect curious enough to learn more about what you're selling? If not, read more on how to employ the 'curiosity gap.'
Since my earliest days of personal development study, my mantra has always been stay a student. I attached an affirmation – a strategy – to that the mantra, "learn something new every day."
Can you sell like your favorite 'rockstar entrepreneur?' Of course. Just follow these tips from Marc Wayshak.
Have you ever thought about the way you think? How do thoughts just pop into your head? How do you create an idea?
For most people, “change” is a mixture of what was, what used to be, what is present, what I’m being faced with now, what I believe the future holds, and what I have to change to face that future.
Some idiot (er, I mean expert) wrote: Patience is the key to becoming a Power Influencer. Skilled influencers are patient; they pace their arguments, and ‘exhaust’ them one at a time.
In a survey conducted by a BIG benefits management company (a management and human resource consulting firm), they asked 365 CEO's and sales management executives, “What are the three key factors that separate high performing sales professionals from moderate to low performing sales professionals?”