I wrote a couple of weeks ago about an encounter I had with a client who had asked us to critique a formal presentation he was making to a prospect. As we were going through it, I realized that nowhere in there did he inform and educate his prospect to the “secrets of success” of […]
How you present things is how people see things. A few weeks ago, a sales person came into our office and was pitching a new water system. They talked about the features and benefits of their offer, but NEVER asked me any questions about what I wanted. And then I told them the price was […]
Are you desperate for results? Do you really need a sale to feel good about yourself? When we ask those questions in our sales programs, we get a resounding “NO!!!” But the fact is, that when you listen to most people’s sales pitch and sales process, it is threaded with an element of neediness and […]
In this video, Bill Caskey, Author of Email It — A Seller’s Guide to Emails That Work with 20 Pre-Written, Ready-to-Use Emails, discusses the most common questions on emailing he gets from his clients. This is one of the most common issues we’ve noticed: How does the seller deal with the sales process when it […]
“It’s OK to say no”- a feeling. When we’re coaching people to execute the up-front portion of our selling philosophy where we tell the prospect, “It’s OK if there’s no fit here.” We sometimes run into the lack of skill in delivering that message. What it often seems like is a string of words that […]
Go interview a successful person and question their philosophy. I don’t mean question it as in ‘challenge’ them on it. I mean interview them to see how they think about: Success Other people Their value Their market Their skill level When you inquire as to another’s philosophy you will learn the core essence of why […]
A few years ago, I did a Webinar called “How to Sell A Premium Product in a Commodity Market.” It was one of our best attended webinars we’ve ever done. Lots of interest in the topic – and I believe I know why. In this article, I want to update some of the content and […]
Last week a client asked us into his office to review his presentation on a massive project he was bidding on. He told me upfront that he didn’t do a lot of these presentations so he was a little bit rusty. As we watched him go through the presentation, I could tell that there were […]
Occasionally, we get a call from a company who is about ready to hire a new leader. They want us to run a Hogan Personality test on them to make sure they’re the right person for the job. And frequently, we must break the news to them that the person they were interviewing was not […]