In Dale Carnegie’s book “How to Win Friends and Influence People” I first heard that God gave us two ears and only one mouth to remind us to listen twice as much as we speak. New salespeople like to jump right in and tell the prospective customer all about a product or service. However, a […]
Two Ears and One Mouth Read More »
Ever go to a high school dance where the dance floor was empty because nobody wanted to be the first one to dance? Finally, one brave couple strolls out, perhaps encouraged to do so by a chaperone or staff member, and before you know it the dance floor is full. You just witnessed “Priming”. Casinos
Can Your Business Benefit from Priming? Read More »
We experience life through our five senses. Each of these senses is connected through our unconscious mind to various emotions. When a message touches more than one sense it has multiplying effect to create a stronger memory or help in our recall. Therefore, when selling your product or service, try to incorporate as many senses
That Makes Five Senses Read More »
Ever wonder what makes a good salesperson? While there are many attributes that make a good salesperson, being able to make the customer laugh is one of the most important. Humor creates a positive emotional connection between the salesperson and the customer. It breaks down some of the initial objection barriers while directing the customer’s
Being Funny Pays Dividends in Sales Read More »
When you have a company that sells Business to Consumer (B2C), canvassing a neighborhood in the early stages of the business when you have more time then money can often be an effective way to gain customers. When ringing a stranger’s doorbell, it is best to start out with a few non-business questions/statements to build
How to Canvass a Neighborhood Read More »
Sales processes vary significantly between Business-to-Consumer (B2C) and Business-to-Business (B2B) transactions. While B2C sales are often simple, involving a single decision-maker, B2B sales are more complex, especially when dealing with larger companies. This complexity arises because B2B transactions typically involve multiple stakeholders, each with distinct roles, priorities, and decision-making criteria. To successfully close a complex
How to Handle Complex Sales for B2B Businesses Read More »
Do you know what your customer wants? I believe that pretty much every customer wants the same 9 things, although they may look slightly different depending on the industry. They want: If you can satisfy one or all of your customers’ wants better than the other guy, you have a recipe for success. Are you
9 Things Every Business Customer Wants Read More »
If you are a savvy entrepreneur, you don’t go into anything cold. With the Internet and a plethora of other resources, you can warm up any call quickly, and not waste your time or your potential client. Doing your homework first is one of the best ways to get an advantage over your competition. If
There’s No Such Thing as a Cold Call Read More »
People don’t buy a radar detector until after they get a speeding ticket, and they don’t buy life insurance until after a bad doctor visit or the sudden death of a friend. Let’s face it: people fear change. They avoid action until an external event, like getting a speeding ticket or a bad report from
How To Make A Customer Viable So They Will Buy From You Read More »
I was walking through Sam’s Club the other day with a shopping list. Nowhere on my list was cheese or ham patties. But as I walked up and down the aisles grazing on samples, I ended up with cheese and ham patties my cart. There is no way I would have looked at either of
The Power of Free Samples Read More »
