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Category: Sales
How to keep communication wide open
“If out of reading this book you get just one thing – an increased tendency to think always in terms of other people’s point of view, and see things from their angle – if you get that one thing out of this book, it may easily prove to be one of the building blocks of your career” -Dale Carnegie (How to Win Friends and Influence People)
I read the above words for the first time about 40 years ago. In my years of managing and coaching since then, I have found this to be an absolute truth. Since I read that book, I have been on a never-ending search on ways to keep growing in my ability to understand and positively influence others.
I want to share with you one of the most useful tools I have learned in keeping communication and understanding strong. I call it the four quadrants. Their origin goes back to ancient Greek/Roman times. They have been used as the foundation of personality profiles in modern day. Here they are:Read More…
The most powerful form of persuasion
“We shall defend our island…whatever the cost may be. We shall fight on the beaches, the landing points, the streets, and the hills. We shall never surrender!”
These words were uttered by Winston Churchill during a radio address prior to a German invasion during WW II. Even though Hitler’s troops did bomb part of London and much of Coventry, they failed in their attempt to take over England. Many believe that the power and conviction in Churchill’s words intimidated Hitler just enough to make him hesitate and ultimately fail.Read More…
Selling added value defeats price objections
I remember a tireless mantra from my first sales training class: Evidence defeats skepticism. Let me take this one step further: Selling added value defeats price objection. There are few things that can derail a sale more than price objections. If we let ourselves get caught in that trap, we may get stuck. Let’s face it, if price were the only concern, every time we looked at a parking lot, we would see only the least expensive cars. This indicates that price is not the only concern our prospects have. So what do our prospects really want? That is what we have to find out.Read More…
Role playing: Rx for a professional edge
In car racing we hear the pros say, “You win in the pits”. The skill and speed of a pit crew can often be the determining factor in winning the race. They practice, practice, practice.
Learn early and often
We know that top-performing salespeople are very good at asking questions. As prospects, we should plan our questions too. It can save us big money.