Differences cause wars

March 19, 2013 By Leave a Comment

I’m going out on a limb here and today I’m going to balance out the popular conviction that salespeople need to campaign on what makes them different when promoting themselves.  The question, what is your “differentiating value” may be leading you away from a sale, not towards it.

This notion that prospects make their decision on differences is a myth.  Most attributes in a decision are based on more similarities than differences.  In fact, differences infuse more risks for a prospect in making a switch or decision.
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Filed Under: Questioning, Rapport, Technique

The 4 C’s: Connect and Communicate with Credibility and Commitment

October 16, 2012 By Leave a Comment

The first impression with the prospect is made within seconds.  This established trust and respect is essential to keep your prospect engaged and wanting more, which makes them willing to give you more.

But what happens when you are not present?  As a salesperson you are encouraged to do research about your prospects to help prepare for the questioning process or maybe to even disqualify them and move on to the next one.  Do you think your prospects are checking you out too, perhaps with the same outcome?

What questions are they asking about you, your company, your service, your record, your process, etc.?  Besides typing your name into Google, they are probably looking you up on LinkedIn.  What do they want to see?  I submit to you they are looking for evidence of your commitment; commitment to your career, company, service, and clients.  Does your LinkedIn profile tell them about your commitment? [Read more...]

Filed Under: Commitment, Rapport

PODCAST: The Once Timid Networker – Networking & Selling

July 19, 2012 By Leave a Comment

Selling.  For many business owners and professionals this word causes fear, anxiety and much discomfort.  This episode of The Once Timid Networker has host Tara Schmakel talking with Scott Plum, an instructor with the Minnesota Sales Institute where he teaches sales professionals how to shorten their sales cycle, increase their closing ratio, generate more revenue and get in front of more qualified prospects. Scott will connect the dots of networking and sales as he shares the importance of making new introductions and building a solid network of connections.

Learn how to keep your sales pipeline full through the power of networking.  Selling is a necessary skill when growing a business.  If connecting your sales skills to your networking process is something you need to improve, be sure to tune in to this show!  The Once Timid Networker Radio Show is only on Next Stage Online Radio part of Next Stage Media Group. (running time: 43:02)

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Filed Under: Podcast, Prospecting, Rapport

What does a salesperson do that upsets you the most?

May 15, 2012 By 3 Comments

Every action a salesperson takes, every word that is said and not said, moves the prospect closer or further away from trust and credibility in the salesperson; and a sale from the company.

What are some of the things salespeople do or say that move you away from buying from them and their company?

 

Filed Under: Rapport