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Words

I’ll think about it

When your prospect says "I'll think about it"... What do you hear when your prospect says to you "I'll think about it" when you try to close the sale? My guess is that it's one of two things: 'No!' 'I'll come back later' The reality is that there are probably three main reasons for a potential customer to say "I'll think about it" when faced with a decision to buy. It's their way ...
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Fear of failure

Most people have two fears when they are selling: the fear of failure and the fear of rejection. Let's take the fear of rejection first. If your prospect says 'no' to your offer one of two things has happened: You have not sold the product or service such that the prospect sees clearly their outcomes from buying Your prospect doesn't need or want your product or service In the first exa...
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Value your product

Do you value your product or service? When working with a small firm in a coaching role a while ago we were looking at where business could be improved and, whilst sales could be better they were not disastrous. The key issue was that margins were relatively low. [ap_column_wrap] [ap_column span="3"] A little digging into orders received and there was an obvious disconnect between the pric...
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I bid because I want the business…

"I bid because I want the business..." [ap_column_wrap] [ap_column span="3"] Speaking to group member during a networking meeting I was explaining the need to be aware of 'The Subtlety of Selling™' at all stages in the business when he made the above statement. As a highly skilled craftsman he could not see the need to become a salesman; however, after a few minutes of discussion it seemed...
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Bond, James Bond

Bond, James Bond... one of the most well known movie lines of all time, but why? It comes-down to the use of English and, in particular a technique called a diacope. Writers employ these techniques to make certain words and phrases stick in our minds and a diacope is basically repetition of the phrase with a small 'something' in between eg. Bond, James Bond. Bond (key word), James (the 'somet...
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The High Flyer

We've all seen the High Flyer sales person but what makes them so good? [ap_column_wrap] [ap_column span="3"]If you work in a sales team you will have one person that seems to out-perform the rest, even if the territory has similar prospects, the products are the same etc. The weak sales person will find something/someone to blame but the professional sales person will look and learn. In m...
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Stuck? Ask a question!

If asked most what they fear the most salespeople will say "cold-calling" or "closing" yet, in truth these are both fairly straightforward. Dig a little deeper and what we find is one of the biggest fears is actually the dreaded 'lengthening pause' and the longer it lasts the more difficult it becomes. The technique to overcome this is simple and really comes-down to your own preparedness. ...
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Plato or Aristotle?

What do the Greek philosophers, Plato and Aristotle, have to do with selling? [caption id="attachment_105" align="aligncenter" width="236"] Plato[/caption] Take two opposing philosophical stances, Rhetoric and Dialectic (Emotion and Logic) both of which are valid ways to convey a principle or statement. Which is likely to receive greater acceptance from your prospect? As a sales professiona...
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Sharp Chisel…

A sharp chisel is an efficient chisel. [ap_column_wrap] [ap_column span="3"]Ask yourself this: "Would I employ a carpenter that had blunt chisels?" and we're guessing the answer is a resounding 'No!', yet how often do you train your sales people to hone the tools of their trade? Forget what you have heard about 'the gift of the gab' to describe a salesperson and think more 'verbosity without ...
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