What Makes You Think I Need Your Help?

There are two types of answers prospects will give a salesperson.  One will position them in the best light, which means they will not share their ‘warts’ or problems with you.  Tough to work with anyone that is not completely honest with you.  The other one is when they are upfront about the challenges and struggles they are facing.  The one the prospect uses is decided by the way the salesperson positions themselves at the beginning of the conversation. [Read more…]

Why Now?

It is common knowledge that people buy emotionally and justify the purchase intellectually.  And people will buy based in their reasons, not the salespersons; which is why you will want to focus your conversations on them, rather than yourself.

Rule #1 in sales is; “It’s about them.”  It is about their needs and wants, not what you have and offer.  When you focus on them, you will ask more questions, while you focus on listening.  You will let them talk and tell you their story.  People love to talk about themselves.  Let them be the storyteller, again, while you listen. [Read more…]

Differences cause wars

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.
[Read more…]

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

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…]

PODCAST: The Once Timid Networker – Networking & Selling

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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What does a salesperson do that upsets you the most?

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?