What do I mean by “guest-ready?” I mean are you casting a clear vision of your prospect’s future if they do business with you. Casting vision in sales presentations is usually done poorly. Instead of painting a picture of what life will be like with a new product or service, salespeople tend to oversell their […]
Add This To Your Opening Sales Slides To Create A Human Connection
We are more connected than ever (digitally); yet, we’re more disconnected than ever as human beings. This doesn’t feel good. It doesn’t feel good for your prospects either. So, add a little humanity to your sales presentations. It’ll make them feel safer with you. One of my favorite things to do is to make my […]
What It Takes To Sell Today Is Not What One Might Think
Selling today is harder. The world has changed so fast that many sales methodologies and sales techniques are simply outdated. Today’s buyers have new expectations when it comes to buying something. These expectations include things like speed, ease-of-use, and the ability to try before you buy. These expectations have in part been fueled by devices, […]
Listen To Your Gut When Selling
Sales has a bad reputation for sure. The stereotypical used-car salesperson often comes to mind. You can picture the greasy hair, the manipulative smile, and the shirt collar that’s way too big. Or, perhaps the aggressive sales tactics depicted in the 1992 film, Glengarry Glen Ross put it over the top for you. The pressure […]
An Old Sales Approach That Gets Your Prospect’s Attention
In the past, when the Internet was slow and business was stable, lead generation was often a matter of volume. Today it’s very different. Prospects are swamped with offers, ads, and people reaching out. What to do? How can you break through? There is lots of great advice of multi-channel approaches, whether email, phone, LinkedIn, […]