I hope everyone had a good weekend, I know I did. I was out boat shopping all weekend and had a GREAT experience looking at some beautiful 40+ foot sailboats. I have a post coming up this week about asking for the sale though because despite strong buying signals from my wife and I only…
Tag Archive: Customer service
Why you need to STOP focusing on “overcoming” objections. Part 3
This series started out with the first post on the basics of why we need to stop focusing on overcoming objections, then in part two we covered the perceived objection, or objections that exist in the in of the sales person. now in part three we will cover objections based on fear or emotion. In…
Why you need to STOP focusing on “overcoming” objections. Part 2
In part one we discussed the basics of why we need to stop focusing on overcoming objections. Now in part two we are going talk about the obstacle that is probably the toughest for sales people to correctly identify, AND overcome, but it really shouldn’t be. It’s the perceived obstacle. That is the obstacle that…
The Many Dangers of Dihydrogen Monoxide
Before you read any further on this post make sure you visit this site: http://www.dhmo.org/Today I was surfing the net and ran across the DHMO (H2O).org site and nearly busted a gut laughing, but what was really funny is how many people in different Internet forums have come out strongly against DHMO before even knowing…
10 things a good sales person should never say and why.
It seems like no matter how often sales managers say it, or how often sales people hear it, there are some phrases they will just NOT stop using. I am going to break my usual professional tone and share some insight as to what I (and your clients) hear when you use these lame highly…
On what level are you trying to compete?
I was on Warren Greshes’ blog today and I found a very compelling 60 second video about price as a model of product comparison. The short and sweet of it is, it is easy to compete on price alone, and that is why so many people do it. It takes very little effort to reduce…
When to NOT close the deal…
I think it only fitting to start this blog off with a post concerning values. Far too often sales people find themselves in a position where they feel very conflicted as to whether they should “close the deal” and get paid or do the right thing and tell a client about a product that is…