I am reading Jordan B Peterson’s book 12 Rules for Life; in the chapter about discussing his Rule 4: “Compare yourself to who you were yesterday, not to who someone else is today,” there is a section where he, in his own insightful way of simplifying things, points...
Who is Pareto, And What Is He doing With Your Customers? Vilfredo Pareto was, among other things, an economist who pointed out that 80% of the property in Italy was owned by 20% of the population. Which, standing alone, isn't all that noteworthy of an observation. He...
Would You Rather Be Right or Make The Sale? Sometimes it happens. The prospect has decided and drawn a line in the sand that they will not cross. Except, they’re wrong. And, you know it. (They may even know it too. But are unwilling to change their position regardless...
Your Perfect Plan As you plan your future, whether we're talking about your monthly sales volume, income goals, personal goals, retirement goals, or long-term career goals, do you get stuck in the planning phase, or do you take action? "By this, I mean that a...
Sales Skills Help You Earn More Money Initially, most people will assume that I am implying that you will make more sales with more skills, and your income will rise proportionately. That isn't what I mean. I often write about the benefits of mastering a sales...
What Is The Ideal Sales Person? The ideal natural-born salesman has certain traits that I think we can all agree on: Gregarious Quick thinking Smooth talking Huge personality An outgoing personality In fact, according to the Dale Carnegie Training of West Virginia,...
The way most car dealerships set goals for their salespeople has no merit. First of all, many dealership managers do a horrible job of communicating goals! Dealership management knows how many vehicles need to be sold to generate revenue -- Upper management has...
A prospect decided to make a purchase when he realizes that there is more value in the product than there is in his money.
At its core, that’s your job; demonstrating the value in your product.
Value is the reason people buy.
It’s a well-established fact that people would prefer to do business with their friends. It should be no surprise to you that part of our sales training is building rapport and making friends.
The best skill a salesperson can have is rapport building. Besides earning you a genuine friend, It makes closing significantly less confrontational.
The first thing most customers want to talk about is price. But it is probably the last thing that matters.!
When I was early in my sales career, I was trained to ask the customer what their budget was.
My manager instructed me to qualify the customer by saying something that completely derailed the sales process.
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