Selling doesn’t feel good for anyone when it’s about: Pressure Manipulation White lies Sales feels great when it’s about: Helping Guiding Choice The former is old school sales, dying fast. The latter has a long way to go, but is gaining speed.
New to sales may be an advantage
Know why people new to sales often knock it out of the park? they don’t know anything they listen more they haven’t picked up the jargon they have to ask more questions they naturally pause more because they “don’t know it all” they let the prospect talk There are a lot of lessons here: stay […]
Objection!
There are two dictionary definitions of objections, but only one matters in sales & consulting. Definition 1: an expression or feeling of disapproval or opposition; a reason for disagreeing. Definition 2: the action of challenging or disagreeing with something. Only the first one matters in sales. Yet, many practice the second. Definition two doesn’t help […]
Solutions & dollar signs
Have you ever been working out a problem with someone… a boss a friend a spouse and they essentially announce, “Got it” They then check out of the conversation even though you’re still talking? It happens all the time in everyday life. It happens in sales & consulting, too. A salesperson thinks they’ve understood the […]
Psychological sales tricks are just sales tactics in disguise
Psychology is helpful in sales. However, psychological tricks are just sales tactics in disguise. What’s the difference? Intent. If the intent is to get something from the prospect, it’s a trick. If the intent is to help the prospect, it’s a tool. Psychology can be used to help prospects: Think things through Think about things […]