Are Your Prospecting Results Disappointing?

No Me, Myself, and I Messages

Are you struggling with prospecting? My last post, “Stop Selling and Start Succeeding” was about relationship selling for sustainable, profitable sales results. Building quality relationships is a step-by-step process. The first step is prospecting, and getting it right is critical. … [Read more...]

The Nuclear Bomb of Sales Responses

No---No-Circled

No is a power word. No is inflexible. No is final. No is a relational nuclear bomb. No painted me into corners of embarrassing finality. Saying no without sticking to my guns always weakened my position and eroded my customer’s confidence in me. A blunt no hurt negotiations, killed deals, and damaged relationships. Adversity to buying is the common climate of the sales environment. How we deal … [Read more...]

My Best Closing Tactic

Business People Laughing

Getting people to laugh helped me close more deals than every other method combined. Steve and I were negotiating our first deal. He was pushing me to the wall for a big discount. First, I was unwilling to cut my price. Second; I didn’t need to, because he had already made the emotional commitment to buy, which was why he was pushing so hard. It got tense. You know the type of tense … [Read more...]

Do You Know the Truth?

pinnochio Lying

A linguistics professor was lecturing to his class one day. “In English,” he said, “a double negative forms a positive. In some languages, a double negative is still a negative.  However, there is no language wherein a double positive can form a negative.” A voice from the back of the room piped, “Yeah, right.” – From the Houston Chronicle via Aristotle Bancale Words + Inflexion = Real … [Read more...]

Do You Really Give a Shit About Your Customers?

Pot of Gold

Do you care how they feel or how they are? Do you care about their future? … [Read more...]