Lenann, thanks again for your help. Prior to meeting you, I thought I never wanted to be in sales. I really like customer support as helping others and being able to solve problems is my thing. I'm an.. John Russell
Decagon Devices – Pullman, Washington
 

Blog

The Curse of Jargon

Many salespeople use jargon—a disadvantage in selling. You know what I mean—every industry has industry jargon—technical terms and acronyms used by people in the field.

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Be Careful Not to Translate!

Many people who have wanted to improve on their sales skills work very hard on listening better—and then they translate what they heard into their own words! This is well beyond paraphrasing a prospect’s Pain—it’s refusing to use words that are comfortable and familiar to your prospect, and instead using words that are more comfortable to you.

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A “Reason to Reject” Story

Some years ago I was providing a Business Development Training workshop to an accounting firm on the East Coast of the United States. As is true for so many accounting firms, client loyalty is no longer what it once was, and they were losing clients, sometimes for no better reason than “That other guy said he could do my tax return cheaper!”

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What’s Your Prospect’s Reason to Reject “Radish”?

People who talk too much when they’re selling—people who try to tell their prospects everything that’s good about their product or service—often fail at selling. While they’re piling up all their wonderful features, the prospect is waiting to hear one thing she does not need. When she hears that one thing, it becomes her Reason to Reject — the reason that she does not need to do business with the seller!

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Avoid Selling By Giving Presentations

Can you sell by giving presentations?

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Remember Your Prospects’ Fears!

Remember that many conversations are awkward because lots of otherwise kindhearted people are afraid of being backed into corners by aggressive salespeople. That’s why they don’t want to have a substantive conversation—they’re afraid that they’ll be forced into taking action!

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Dealing With Questions About Money

Always talk about the investment last—when the prospect wants what we have—not early in the conversation. Use the expression “make an investment” or “your investment is” rather than talking about “the cost” or “the price.”

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The Desired Feeling of Being Heard and Understood

In earlier posts, we learned of the three levels of listening. Now we’ll focus on how to implement those listening skills in sales conversations. The importance of excellent listening skills in selling cannot be overemphasized.

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The Importance of Being a Good Listener

The best listeners generally are the best salespeople. Not always. Some people listen very well, but are unable to ask prospects to buy. They fail.

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Key Points on Keeping the Selling Conversation Going

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