Manipulative sales tactics hurt you, your brand, and your customer. “…if salespeople can show us how their services or merchandise will help us solve our problems, they won’t need to sell us. We’ll buy. And customers like to feel that they are buying – not being sold.” ~ Dale Carnegie (c) 1936 Instead of wasting […]
Does that make sense?
Stop asking, “Does that make sense?” It’s a yes/no question It doesn’t create engagement or safety with your prospect If it doesn’t make sense your prospect may feel awkward Instead, ask: How is this resonating with you, or am I off base? Does this seem like it would help in your situation, or not so […]
The Misuse of Power in Sales
The words used to describes sales reflect and outdated and dark story: Closer Win Get Score Overcome Crush Dominate Kill Hunt Control Power This language reflects a mis-use of power in sales. It’s the language of dominance, aggression, and control. It is yet another reason why so many people don’t feel good about selling. This […]
Your prospect says, “That’s a lot!”
Option 1: do nothing…pause and wait. They often overcome the objection themselves. Option 2: “What makes you say that?” Help them work it through. Option 3: Repeat…”It’s a lot…? (As a question). This helps them think more deeply. Option 4: “Should we part ways here?” This helps create perspective and freedom of choice. Option 5: […]
Salesy vs. Non-Salesy
Salesy: I would love to set up 30 minutes with you to show you what we have to offer. Non-salesy: Are you open to a conversation to learn more about you and your situation, or should we part ways here? Salesy: Tell me about your pain and challenges – what’s keeping you up at night? […]