I watched “Dave” present to a group of would be entrepreneurs. Everything up until this one point was all facts and figures then; He stole everyone’s heart and made multiple sales that day. How? He needed to have EVERYONE in that room understand that our franchise required a commitment, NOT a goal. So he told … continue reading »
There isn’t a sales person alive who hasn’t heard (ad nauseam) that people buy EMOTIONALLY and justify logically and yet; What can you do to create that emotional buy in? Here are two really quick suggestions. #1 Ask better questions. Great questions won’t just give you information; They will serve as an emotionally trigger. Here’s … continue reading »
How do you take several insignificant items, with an average cost of $1.25 each, and resell them on eBay for nearly $8,000 in total? Researchers Rob Walker and Joshua Glenn seem to have cracked the code. Ready? Tell a story instead of offering a description! Seriously, that’s all they did! For each item they placed on … continue reading »
No bots, no bouncing, no B.S. Kind of rolls of the tongue, no? Those are the 3 words T-Mobile used during a recent commercial where they outlined a BETTER customer care experience. Specifically; You don’t have to talk to a bot. You won’t be placed on hold and bounced around and; A no B.S. customer … continue reading »
“The last thing you want to do is be a bore. When you wake up in the morning, give yourself a good mirror test. If you look like you’re going to be a sulking, pouting bore, slap yourself in the face before you go to the office” Jack Welch Jack got some of that right … continue reading »
In every industry, there’s this unspoken construct most sales reps seem to be shackled to. They approach potential clients the same way, saying the same things. They demo their widget the same way, saying the same things. They handle objections the same way, saying the same things. On one hand, its putting a lot of … continue reading »
Many sales reps underestimate the power of stories because; Too many of them see stories as some warm and fuzzy tool instead of; A lethal selling weapon! In this week’s episode of The Sales Playbook Podcast I give several examples of how stories have been used (and can be used) to sell MORE! Download this … continue reading »
There was a time when I would have laughed you out of the room if you told me that sales people should tell stories. To me, stories were best for that “motivational speaker” or parent tucking their child into bed. Stories represented some warm, fuzzy, feelgood type of approach that I DIDN’T see sales professionals … continue reading »
One of my favorite things about taking my son back to college was being thrown out by my wife so I wouldn’t be in the way. How’s that for a strong opener? I looked forward to this because I’d pretend to be offended and then under protest, I’d go to my favorite cigar shop. During … continue reading »
A long time ago, in a sales cubicle far away . . . That’s how I begin my story. And what “story” is that and WHY should YOU care? It’s the story I send prior to EVERY new business appointment and included in EVERY proposal. It’s the story in my LinkedIn summary and “About … continue reading »
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