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Here Are 2 Different Ways To Influence Your Prospects…

A book that holds pride of place in my library is Robert Cialdini’s “Influence”, where he talks about the principle of social proof. Cialdini states that “95% of people of imitators and 5% of people are initiators.” He means by this that most people are influenced by the actions of others, rather than furrowing their own trough and taking the…

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Use This Wording When Revealing The Price To Your Prospect

Have you ever been on the phone or in front of someone who is trying to sell you something, and then when the issue of price comes up, they say something like, “Are you sitting down?” or “I hope you’re prepared for this”? When we are thinking about price, we automatically feel negative before we know the facts because we…

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The One Small Mindset Change That Rockets Sales Success…

I’ve always admired Jim Rohn. His insights into the deep philosophies of life always touch a nerve and his laid-back delivery is one that I admire. His untimely death has left a big gap in the motivational speaker’s circuit, but you can always catch his great talks on YouTube, or similar. One of his great quotes that resonates with me…

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“We’re Happy With Our Current Supplier”…What Now?

This is an interesting and, for some salespeople, a ‘killer’ response from a prospect when you are presenting your solutions. Your product may be the best in the market…you may have all the gizmos that impress other clients….you may have recommendations spilling out of your top pocket…..your value may be better than your competitors….. But the prospect is happy with…

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How To Deal With The Foul & Abusive Prospect

Have you ever had that time when a prospect has been really horrible to you? I mean aggressively horrible, even resorting to swearing or downright nasty comments? It does happen, and unfortunately for many salespeople, it can have a profound affect. Imagine you’re making a sales call and the prospect starts ranting and raving. They use abusive language that is…

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Is Your Prospect Negative From The Outset? Try This…

You may have heard the saying that there is no such thing as reality, only people’s perception of that reality. Without getting too Einsteinian today, there is absolute truth in that statement. I’m sure you’ve come across statements by others that they see as real, when your ideas are diametrically opposite or, at the best, very different. Creating a perception…

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Use This Example To Nip Early Objections In The Bud

We are all used to the prospect coming up with some kind of doubt about your claims on the validity of your product, or looking for discounts on your services when you have spent a lot of time discussing them. Maybe the value hasn’t been built up yet, or they simply can’t believe your product is that good. These are…

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2 Key Components In Building Unbreakable Customer Loyalty

When we ask clients why they buy services, we naturally get a wealth of information that allows us to pinpoint the very things we need to do to gain their business. Not only that, it creates touchpoints for us to follow for when we want to maintain loyalty. Yes, we might get business from clients when we offer great value…

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Ask This Exact Question To Unearth Your Prospect’s Needs

How many times have you presented your products to a prospect and got a flat refusal or, at the very least, an objection? ‘Tell me about it, Sean’ I hear you say. ‘Like….every time I present?’ Yes, it’s one of those almost inevitable things that happen, isn’t it? Most salespeople will say that it’s inevitable because not every prospect will…

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Here’s What Motivates Your Prospect (And It’s Not What You Think…)

When you ask what motivates your prospects, you will probably get a multitude of answers. Some may say profitability, others increased productivity, still others decreased staff turnover. Whatever it is that drives their decision-making, it will take different perceptions to identify exactly what it takes to make the prospect go with your solution. When you dig below the surface of…

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