Closing a sale doesn’t always happen as easy as we hope. It’s great when it does, but there are times
when the prospect wants to negotiate. Sometimes, they need to negotiate because they have a true requirement that still needs to be addressed. Other times the prospect just wants to feel like they won something and, [...]
Entries Tagged as 'Attitude'
Don’t NOgotiate, Negotiate
April 4th, 2008 · No Comments
Tags: Attitude · Closing · Process
Enhance Your Listening Skills
March 31st, 2008 · 1 Comment
Arguably, the most important skill in selling is listening. Some of us are better listeners than others, but we all must work on our listening skills if we are going to maximize our success in the business world.
• If you are going to be effective in selling, serving customers or managing others, you will need to [...]
Tags: Attitude · Goals · Process
The Magic of Steve the Pretty Good
March 25th, 2008 · No Comments
If setting your customer’s expectations is a part of selling, Steve says it all.
We took one of our granddaughters to her first state fair last week and I couldn’t help but laugh at Steve’s billing posted throughout the fairgrounds. In seven words he gets your attention, makes you laugh, explains exactly what his service is, [...]
Tags: Attitude · Expectations
Sales Person, How Much Faster Do You Wanna Be?
March 6th, 2008 · No Comments
Several years ago, the coach of the Louisiana State University track team, Boots Garland, conducted a running clinic for some members of my youth baseball team. Coach Garland demonstrated how to increase running skills and quickness. He showed the players the small, detailed things that would improve their performance. Things like hand [...]
Your Closing Attitude Is More Important Than Your Closing Skills
February 27th, 2008 · 1 Comment
Several weeks ago, I was speaking with Jay Hellwig. Jay is a top sales professional. Jay said, “Zig Ziglar’s tapes on ‘Secrets of Closing the Sale’ are my favorite tapes.” Since there are over 50 specific closing techniques in this set of tapes, I asked Jay what was his favorite technique. [...]
Avoid America’s Favorite Pastime
February 26th, 2008 · No Comments
What is America’s favorite pastime?
Some people would have you think it is baseball. After all, it is called the “National Pastime.” True, a lot of people attend all types of baseball games…from little league to major league games. Some people think baseball is a bit slow. Someone once said that baseball [...]
Tags: Attitude
Sell Like an A.C.E. and You’ll be Treated like a King
February 18th, 2008 · No Comments
If you play your cards right, you can have a great sales day each day of your life!
Let’s take the ace from a deck of playing cards and form an acronym.
A = Attitude
C = Confidence
E = Enthusiasm
Attitude
What separates the successful, high performing sales professional from the “just on the verge of success” sales person? [...]
Tags: Attitude
What you think about you bring about
February 15th, 2008 · No Comments
In the book,
The Secret, the author Rhonda Byrne writes ‘what you think about you bring about’. This idea has been written about by many authors through the ages. I want you to consider adopting this powerful idea.
I want you to think about your sales presentation in your mind. I want you to see yourself [...]
Tags: Attitude
People buy outcomes
February 13th, 2008 · No Comments
When prospects begin thinking about buying a new home, they first try to imagine themselves enjoying the home in the future. They start fantasizing about the possible benefits of living in it. These fantasies are influenced by past experiences they’ve had with other homes they’ve owned, rented or visited. They’re also influenced by the present [...]
Tags: Attitude
Well-formed questions are irresistible
February 12th, 2008 · 1 Comment
If you could have three wishes right now, what would you wish? Think about it. A question like that would make the most closed-off person open up. Like most good questions, it’s irresistible.
The main reason questions are so effective is that most people are compelled to answer them. Questions stimulate the mind and offer people [...]
Tags: Attitude

