Over the past three days, we discussed the first twelve principles to influence a sale from the book, “Rain Making Conversations,” written by Mike Schultz and John Doerr. Today, we will cover the last 4 principles. 13. Scarcity – “Buy it now! Only 2 left!” is a phrase we often hear. Scarcity is the most […]
Over the past two days, we discussed the first eight principles to influence a sale from the book, “Rain Making Conversations,” written by Mike Schultz and John Doerr. Today, we will cover the next 4 principles: 9. Stepping Stones – People are more interested in things they are familiar with. A good salesman takes the
Yesterday, we discussed the first four principles to influence a sale from the book, “Rain Making Conversations,” written by Mike Schultz and John Doerr. Today, we will cover the next 4 principles. 5. Emotional Journey – As we pointed out in the blog, “Stories to Create a Great First Impression,” a goods salesman is a
Have you ever wanted something so badly that you would do anything to get it? That feeling does not happen overnight; a sales process created that yearning inside you. In their book, “Rainmaking Conversations,” Mike Schultz and John Doerr list 16 ways to make your customers reach that level of desire. Over the next 4
4 Principles to Influence a Sale (Attention, Curiosity, Desire, & Envy) Read More »
Facial recognition is something hardwired into everybody and has been honed through millions of years of human evolution as a way to survive. Prehistoric man had to pick out a face of predators from the background or detect if his prey was looking at him while hunting if he was going to survive. The ability
Detecting Facial Clues for Better Sales Read More »
Networking events for me are not about selling, but about listening and gathering intelligence. Networking is about making a great first impression, meaning you have to stand out and be memorable. You will be viewed as a great conversationalist at networking events if you resist the urge to sell and get the other person to
How to Make a Good Impression at Network Events Read More »
There is a lot of information about the personal side of making a good first impression, such as how to dress, a firm handshake, and so on. However, too few people focus on what makes the encounter both memorable and shareable with others. Great stories use mental imagery and associations such as similes, metaphors, and analogies as well as emotional appeals to make them memorable.
How to Use Stories to Create a Great First Impression Read More »
Do you constantly search for techniques, tricks, and gimmicks to sell your product or service to your customers? If you are looking for techniques, tricks, and gimmicks, it will most likely not help because people hate to be sold something. However, they do love to buy. While it may seem like simple wordsmithing, the conceptual
The Secret to Better Sales Read More »
The other day I was in the hospital with my mother who had a pacemaker implanted. A very nice elderly woman came into the room and explained that she was a volunteer with the hospital. She wanted to offer my mom a small gift of a butterfly attached to a card with a simple saying.
The Gift of Cooperation Read More »
Customer relationships can be either; face-to-face (like buying a car), phone (like Zappos), automated system (like Dell), or self-service (like WalMart).
Customer Relationships and Your Business Model Read More »
