Discovering and Developing REAL Buyer Interest - OLD
A vital part of sales certainty is the skill of discovering and developing real buyer interest. How is this done?
The first major step is getting the prospect to talk. It’s a bit of a balance—you don’t want the prospect to go on and on and on, but you do need to make it safe for them to talk and get them going.
The One Time You Shouldn’t Trust Your Gut in Sales
Never Assume: It’s the Fastest Way to Lose a Sale
Train, Drill, Drill, and Drill - OLD
In sales, nothing builds confidence like continuously improving your skills.
Salespeople who regularly have trouble selling are either missing one or more basics in their sales skill arsenal, or they just don’t practice them enough so that they’ve really “got” them.
Defining Real Sales Control - OLD
If there’s one factor that sales organizations cry out to have—and that salespeople themselves crave—it is control. That is control over the deal. Control over the prospect. Most of all, control over bringing the deal to a close. What is real sales control?
How Ordinary People Become Extraordinary Salespeople
Great Salespeople Are Not Born — They’re Trained
The One Skill That Instantly Separates Closers from Everyone Else
Why Control Is the Oxygen of a Successful Sales Organization
The Missing Skill Behind Every Easy Close
As we continue our series on control, we arrive at one of the most overlooked truths in sales:
you’ll never reach a true win-win close without control.
The #1 Reason Prospects Tune You Out
Paying Attention: The Secret Skill Most Salespeople Skip
Positive Control Means a Win-Win - OLD
Continuing our series on control, we come to another reason that control is of such vital importance: you won’t reach the win-win of a closed sale without it.
The Decline of Communication in the Digital Age
Has Modern Technology Actually Improved Communication?
(Or Have We All Just Become Really Fast Typists?)
The Decline of Communication in the Digital Age - OLD
When speaking on the topic of communication, I am often asked this question: “Has modern technology improved communication skills?”
More recent generations grew up with this technology—are their communication skills better as a result?
The myth of selling - OLD
Manners in Communication - OLD
Manners and communication work hand-in-hand, and in fact, it could be said that one won’t work very well without the other. Just try communicating with bad manners—what you’re trying to say will not get across very well, and if it reaches the other person at all, it’s likely to cause a bad reaction.Why Prospects Ghost You and How To Fix It
Manners and communication go together like peanut butter and jelly, remove one, and things get sticky fast. Try communicating with bad manners and watch how quickly the message turns into confusion, irritation, or a full-blown emotional dumpster fire. Even if the words technically land, the experience sure doesn’t.
You are Only as Happy as Your Last Close - OLD
As salespeople, we truthfully love the sale, the whole sales process, and all of the challenges that culminate in the CLOSE!
Each close brings us happiness, a sense of accomplishment, and satisfaction for a job well done, but how long does this last?
Why Your Last Sale Is Costing You the Next One
If you’ve been in sales longer than 10 minutes, you already know that feeling.
You hang up the phone, shake a hand, or click “Submit Order,” and suddenly the world looks brighter. Your shoulders drop. You breathe again. Birds chirp. Coffee tastes like victory. You’ve just closed a deal, and for a moment, life is good.
Are salespeople interrupted by the new communication technology? - OLD
In the past, we usually communicated to each other face to face. The business was done at lunch meetings and we flew or drove to meet our clients in person. In this way, we felt we really knew each other and could maintain our business relationship.
Fast forward to today, and you can surely see the benefits of the advancement of our communications with the emergence of the internet and mobile technology and this will only continue to grow.
We’ve Never Been More Connected—and Communicated Less
A little over three hundred years ago, “fast communication” meant two people standing in the same place… or someone spending three days handwriting a letter with the kind of pen that required actual feathers.
The Secret Top Producers Use (That You Can Copy Today)
In every company, there’s that salesperson—the one everyone secretly watches out of the corner of their eye.
Where Is Your Attention: On You…or Your Prospect? - OLD
In training salespeople, one trait I see very often is the salesperson working very hard to force attention onto themselves—their personality, their product, their features, and so on—instead of putting their attention on the prospect, where it should be.Company Competence Begins with Internal Trust - OLD
It has been said by philosophers through the ages that if you don’t trust yourself, others will not trust you, either. The same could be said for a company—if there is internal distrust within the company, that company is going to have problems obtaining trust from prospects and customers.Your Customers Don’t Trust You (And It’s Not Their Fault)
Company Competence Begins with Internal Trust (Reimagined)
Getting Your Prospect Talking - OLD
A vital part of contacting a prospect, especially a new prospect, is getting them talking. If you neglect this step, you’re not going to make it any further, and you certainly won’t make it to the close.The Art of Getting Prospects Talking
A vital part of contacting a prospect, especially a brand-new one, is getting them talking. If you skip this, forget it. You’re not getting any further in the sales cycle, and you’re definitely not seeing a close. Conversation is oxygen in sales. No exchange, no sale.
Selling with Certainty: Handling Objections - OLD
One of the benefits of certainty, and one way you can spot it is the overcoming of objections.By the time most products or services have been around for very long, the common objections encountered in selling them have usually been encountered enough times that a list of them is provided to salespeople. The handlings to these objections can be drilled with other salespeople so they can be learned, and this can certainly help.
Certainty Turns Objections Into Opportunities
One of the surest signs of true certainty in sales is your ability to handle objections with confidence. Anyone can recite a script. But a salesperson selling with certainty can take an objection, turn it over, examine it, and resolve it, right in front of the prospect.Preparation—The Certainty in Sales - OLD
A very basic element in certainty is preparation, which is what provides you certainty in the first place. Before you make the first contact in a sale, you must prepare by researching your prospect and finding out everything you can about them. You then further prepare by drilling your approach. These are the actions of any sales professional.Why Certainty Starts Long Before the First Contact
A very basic element of certainty is preparation, and preparation is what creates certainty in the first place.
Think of certainty like a spotlight. When you prepare, it’s bright and steady. When you don’t… well, you’re stumbling around in the dark hoping you don’t bump into the furniture.
