April 22, 2012 at 12:56pm Tags: closing, Price, timing
Did I Make a Good Presentation?
This is the question that many in the service contracting trades ask themselves after each opportunity. There are many who don’t even make a presentaion a particular event in the service business. Most simply mumble out all the facts during the course of their diagnosis and drizzle out the features and benefits early in the call as they “talk out loud” to their potential customers and then stick a price at the end of this segment.
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April 08, 2012 at 5:59pm Tags: closing, Differentiate, Sales Skills, timing
Do You Have a Policy Too?
How many times have you heard your prospect tell you that they have a “rule” or “policy” when they purchase? You know something like, “We have a rule, we never make a purchase on the first visit from a sales person.” Sometimes the rules that buyers have are dysfunctional and make little sense for you or them.
Also, the rules are often broken when they meet the right sales person with the right solution. So then the rules are only often enforced when they either don’t like the sales person or their solution.
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December 13, 2010 at 7:48pm Tags: $5 million, Differentiate, process, Sales Skills, timing
Bah! Humbug?
Please, before you start to over-celebrate, calm down
Bah! Humbug?
Please, before you start to over-celebrate, calm down and reduce the enthusiasm of your inner-scrooge. I am not advising you to cancel your Christmas shopping exactly, but you just might want to put it on hold until you and your attend this months Hour Of Sales Power on Thursday, December 16th at 8 pm eastern time.
Why? Because $6 million dollar salesperson Rick Picard and I will hold one of the most exciting Hour Of Sales Power national contractors sales meeting yet. AND after learning the lessons that Rick will teach, you will have more money to shop with. (How many Chia-pets can you give anyway?)
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March 10, 2010 at 3:27pm Tags: focus, practice, professional, timing
Keep Your Eye On The Ball
I can tell spring is about to arrive when I listen to my favorite sports radio show and I hear the ‘Hot Stove” league heating up. The show hosts go on seemingly forever about the same players and how they fit in to this years team. This week they started to play the pre-season games in earnest as all the players try to play themselves into mid-season shape by the first week in April.
In the selling world try to think about how you can use this time of year to do the same thing. What i mean is that we have all endured a challenging economy over the recent past. Just remember that when a person who is good at selling their services goes to work that the economy is always a lot better. At least it is for those who are in great mid-season selling “shape.”
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