Blog Archives

Be a Salesperson – Not a Politician (Perry Mason, Politics and Paychecks)

My latest cinematic masterpiece tries to explain the importance of answering questions that you are asked with actual answer as opposed to pivoting to something you think will make the questioner forget what he asked in the first place.

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Free Sales Seminar in Danbury 5/18: “Stop Asking For Referrals” and Other Assorted Sales Heresies

If you’re personally committed to all the sales training you’ve had in the past, this session is not for you.

Traditional sales training teaches you that the prospect is an adversary and provides you “techniques” designed to help you emerge from the battle in victory. We’ll be challenging the very core of that philosophy and discuss how going outside your comfort zone will help you sell more of what you sell – and have more fun while doing it. Read the rest of this entry

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

Lose the Lingo: Talk to Clients in Humanspeak

Whatever your profession it is likely that you know more about it than your client/prospect.  In fact, that is probably one of the reason he chose you.  So when you’re speaking to him don’t speak to him in lingo – phrases that mean something to someone inside your industry but will not necessarily mean anything to a layman [laywoman] [layperson].

There are a few reasons why you need to speak human – not in professionalese.

  1. Many people will not know what you mean.
  2. If they have to constantly ask you to explain what you’re saying it can make them feel like they are deficient in some way.
  3. If they pretend they do understand and don’t ask, then they are not getting the message you are trying to deliver.
  4. It can make you look pompous and arrogant.  You are not speaking with them in order to show off how smart you are.

For the most part people would much rather have a salesperson say something like “Based on my understanding of your needs – this product will get it all done for you” as opposed to giving me a long dissertation on the inner workings of the product only to have the explanation end with “Based on my understanding of your needs – this product will get it all done for you.”

The caveat to this is that there are some personality types that want to know every gory detail. You’ll know who those folks are quickly when they keep asking detailed questions.