Blog Archives

DWI – Don’t Wing It! (Well, maybe once)

There are going to  be moments when you are faced with having to answer a question or concern from a client or prospect that you’ve never had to answer before.   You have two options.

You can take the question under advisement and promise a response after you research it.  Or you can improvise an answer.  Which choice you make is Read the rest of this entry

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Let’s Talk About You Now. What Do You Think Of My Hair?

Did you ever have a conversation with someone who talks like that?  Would you buy anything from them?

Guess what – the rest of the world is just like you.  Most people are turned off by someone who speaks only about themselves.  The instinct is to get away as fast as possible.

To bond with others and have them look forward to talking with you, you’ll have to demonstrate that you are interested in them.  If someone’s goal is to avoid you, what are the odds that they will buy what you sell?

You can’t fake interest either Read the rest of this entry

5 Things Not To Do at Networking Meetings

There are a lot of different types of Networking meetings.  There are many formats. There are large groups, small groups, free groups, breakfast groups, evening “cocktail party” groups, event groups and others.

The thing that they all have in common is the vast majority of the folks who attend are doing so in order to grow their own network of prospective clients and referral sources. Everyone is there to meet others and increase the size of their community.  We do this by learning about the other folks at the meeting and helping them get to know us as well.

The one exception, is the paid, industry limited groups – you know, where there is a limit of one person per industry. These groups primarily exist not to help people grow their network but to exchange leads.  The following list does not necessarily apply to those groups.

The thing that I am fascinated by is the number of attendees whose behaviors are counterproductive to their own best interests.

Here is a list of 5 of them.  Read the rest of this entry

Does Salesaphobia Prevent You From Selling?

You may be someone who trips over his  own feet to prove to the world that he loves all people equally.  You may be someone who is a bigot and proud of it. You may be somewhere in between.

It doesn’t matter where you fall on that scale. We are all SALESAPHOBES to one degree or another. This prejudice stems partially from our own experience.

  • Who hasn’t spent hour upon hour with a time-share representative and their aggressive, never-say-die closing techniques, so we can get two free movie tickets or a night in a $12 – dollar hotel.
  • Perhaps you are still driving a 1987 Ford Escort because you can’t endure driving from dealer to dealer listening to a endless chorus of “What can I do to put you in this car today?
  • Maybe your next door neighbor joined an MLM and you have started only going outside to get your mail at midnight to avoid hearing him try to explain to you that “This one is different – you need to come to a meeting.”

When you add in a lifetime of watching movies like Death of a Salesman, Glengarry Glenn Ross, Boiler Room etc. it’s no wonder that you’ve developed a bad taste in your mouth for people who want to sell you things.

So it’s not a far stretch that our own image of salespeople gets in the way of selling our own products or services. You don’t want people to think that you are one of THOSE people.

It’s a real conundrum though, isn’t it?  After all, if you don’t sell the thing you do, then no one is going to buy it and your vocation goes back to being a hobby.

The cure is to realize that you do not have to change who you are, or compromise your values or alienate people in order to sell what you sell.  Just allow your own personality and your passion for what you do come across.

Be yourself.  Learn how to articulate the value of what you sell in your own words. Identify prospects who benefit by having what you sell.  If you do all of that properly you will never have to pressure people into making a buying decision – they’ll make it on their own.

If you sincerely believe that what you sell will be helpful to people, you just have to let that show through.  If you don’t believe that what you sell will be helpful to people then you may want to rethink your line of business.

Presentation at Networkers Anonymous Today

I’ll be at Rocco’s Restaurant in Brookfield today speaking to Networkers Anonymous, an open networking group that anyone can attend. Come by for lunch, networking and to listen to my incredibly engaging and relevant talk on Entrepreneurial Selling.

Starts at 11:30, with networking and lunch until around 1, at which point you can hang on my every word for 30 minutes.

Sorry! I’m Really Swamped!

So your spouse asks you on Monday morning if you can pick up the dry cleaning today. You say you will do it the next day as you are “really swamped and just don’t have the time.”


As you’re packing up your stuff to leave, you scan your email Inbox and notice a promo piece from a big electronics store with the subject line Selected Laptops 30% Off – Today Only.  You have been needing a new laptop for a while so you click the link in the email to see if there’s a suitable model.  You find one.  The normal price is $699 – on sale today only for $489.

You somehow manage to Read the rest of this entry

Like an ocean cruise except there’s no boat, no water and you don’t actually go anywhere

One of my pet peeves is when sales or marketing type people fall into a syndrome that I call “Why use one word when you can use ten?”

It seems to be a pretty rampant tendency to ignore the fact that a prospect is not likely to evaluate a product based on the cleverness of the slogan or sales verbiage.  In fact, a long, cutesy explanation of something can often miss the target because it doesn’t simply let your audience know what it is your product does.  It can even appear somewhat deceptive.

The best example of this that I’ve ever seen is a scene from one of favorite movies of all time – The Muppets Take Manhattan. As they say on the  talk shows “let me set up the clip Read the rest of this entry

Don’t Make Stuff Up

I was having a discussion recently with a friend.  We were the trying to figure out where the tipping point is regarding statistics in a business presentation.  When it does become overkill?   He said to me at one point “Quoting statistics is pointless anyway. Everyone knows that 95% of statistics that people quote are fabricated – made up on the spot”.

When we both stopped laughing at the paradoxical ludicrousness of his statement we moved on to deciding when we should meet for lunch.

Later on, it hit me that a lot of people make all kinds of stuff up in order to support their position.

Now if you want to do that in your personal life, that’s your prerogative but if you do it when you are trying to make a sale it can be very costly to in the long run.

HOW SO, JEDI MASTER? Read the rest of this entry

WHATCHOO BUYING THAT THING FOR?

There are two ways of increasing the size of a particular order.

  1. INCREASING QUANTITIES (this is usually based on volume discounts)
  2. SELLING ADDITIONAL ITEMS

The second item is much easier than it seems  but a lot of folks do it wrong which results in the impression that it’s difficult.  This is human nature. If you try something and it doesn’t achieve the desired results, it must be an ineffective strategy.

In addition to being more effective, doing this right way demonstrates to the customer that you really are interested in him.  Remember the core principle of selling organically is to care about the customer.

Below are two scenarios – the first represents the most common Read the rest of this entry