I am incorporating your techniques, and in some cases, seeing them work like magic. Concerning an upcoming meeting, one of the top salespeople in our company said something that matched what you told .. Lisa
Wealth Management Professional – Major Financial Institution
 

Blog

Speaking Soooo Slooow: A Story

Some years ago I was in my Albuquerque office when my assistant received a telephone call. She was acting oddly, saying only a few words, and she seemed bewildered. Then she said, “Lenann is here. Yes, she’s here. Just a moment.” She turned to me and said, “It’s John Jones.” (And yes, the name has been changed to protect the innocent!)

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Listening to help your prospect feel he’s been heard

When selling, we’re concerned with doing the kind of listening that causes a prospect to feel he or she has been heard and understood. From the work of Dr. Stephen Covey, three “levels” of listening accomplish that goal. In other words, we have three progressively more difficult ways that the goal of helping a prospect to feel he has been heard can be achieved:

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The middle stages of keeping sales conversations going

If the person with whom you are speaking has no Pain in areas in which you might be able to assist, he or she is not a prospect. But before you conclude that no Pain exists, spend some time inquiring about your prospect’s situation.

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The Early Stages of Keeping the Conversation Going

Keep in mind these six key points early in the selling conversation:

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No Pain = No Prospect

Final point on the subject of Pain: If, when you leave a conversation with a prospect, you cannot answer the question, “What is that person’s Pain?” you don’t have a prospect, no matter how long the conversation lasted.

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Take Note of Pain!

In the initial stages of selling, you are simply keeping the conversation going, tying everything you say to what your prospect just said, and listening for Pain. When you hear Pain, be sure to write it down!

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Follow The 90-10-90 Rule

If you follow The 90–10–90 Rule, ideally when you’re talking with a prospect the prospect is speaking 90 percent of the time. Of the 10 percent of the time that you, the salesperson, are speaking, you should be spending 90 percent of that time asking questions.

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Pain Awareness and Selling

When should you deliver your statement of what you can do for your prospect? Ideally, when he asks for it!

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The Power of Pain

From the moment you walk in the door or connect on the telephone, and throughout the selling process, above all else you should be listening for your prospect’s Pain.

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YouCanSell.com: A Library of Information on Selling

People around the world are telling me the idea of updating their understanding of what’s working in selling today is so important. Many consider the information available at our YouCanSell.com website to be a treasure trove of information about how to sell! One person recently sent me this image of her laptop in her office.

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