Who Defines the Marketplace?

January 22, 2015 By

Remember your first day at a new company? Maybe you started the company and were so excited you can hardly sleep. There was an unstoppable ambition fueled by a desire to succeed. Do you still have that desire? What changed?

A successful life is built on a daily commitment to optimism. Optimism has two parts. The first is maintaining a hopeful outlook before a decision is made; the other is dwelling on the most positive aspects of a decision afterwards. With all the life changes we experience, voluntary and involuntary, we must be optimistic. [Read more…]

Filed Under: Beliefs, Change, Commitment, Hiring, Prospecting, Questioning, Technique

The Most Important Question You Could Ask a Prospect

December 1, 2014 By

Seems like the greatest competition we face is not another company targeting our prospects in a shared marketplace, rather prospects deciding to do nothing or to take on doing the task themselves.  Unfortunately, untrained salespeople that love to talk and demonstrate how much they know originate the option of doing it yourself (DIY) in the prospects mind.  This does a strong disservice to them, because the salesperson is suppose to know more than them, so they get hired.  Or the salesperson makes the buying process (i.e. making the prospect chose from too many different options) so difficult to understand, the prospect’s frustration cause them to stall in moving forward with the project. [Read more…]

Filed Under: Beliefs, Prospecting, Questioning, Technique

7 Assumptions – Which Ones to Make and Others to Avoid

June 24, 2014 By

We define our reality of a situation based on our past experiences, judgments, internal beliefs and bias. All mixed together and weighed differently, we create our perception. No two realities are the same.

But is our perception of reality true? It’s real? Yes. No one can take away your reality. But what’s real, may not be true. That is the questions we need to consider as we encounter new situations.

Below is a list of assumptions that may be part of our reality, and should be given a second thought to determine if they are true. Be conscious of them as we engage with others.

1) Prospect will only buy from me if I have the lowest price. If the prospect is making their decision on the lowest price, and not dealing in commodities, they are probably not talking to a salesperson, they are probably buying off the Internet. Salespeople add value to the purchasing process. And that is a benefit salespeople often forget when fighting a prospect on price. Prospects mask their vulnerability and lack of knowledge by putting up a front of buying on price. Prospect are guarded and their own skepticism and misconceptions prevent them from being open-minded and learning more about what makes a product different and the impact of that difference to them. [Read more…]

Filed Under: Beliefs, Change, Price, Prospecting, Questioning, Technique

Who Knows More About the Problem

April 12, 2014 By

Last week’s post, Whose Eggs are They? (https://mnsales.com/eggs/), generated a common perspective of the interaction between a prospect and salesperson.  Below is the comment with my reply.  If you’d like to comment, I welcome your perspective.

“I would recommend just a bit of twist on this analogy to really make it stick.  I think the comment of “we have to help our customers find their eggs” is just a slight bit off.  I think the customer knows where their eggs are most of the time, we as professional sales people have to help them feel comfortable in revealing their eggs (problems) to us!  It is human nature to hide or mask any weakness or mistakes. We know where they are most of the time. We don’t need help finding them, we need help in admitting to the problem and in guiding our customers to a better way.  I also would not start with the consequences for not buying from me.  I would start with connecting with the customer so they know and understand that I am competent and that I have character.  Once this is established, they will trust me and as we all know, you have nothing without trust.  My two cents!”  – Rob

Thanks Rob for your comment and sharing your perspective.  With your two cents, I see two areas I’d like to touch on.  And thank you again for submitting your comment.  I’m grateful and welcome your response. [Read more…]

Filed Under: Beliefs, News, Price, Prospecting, Questioning

What Makes You Think I Need Your Help?

December 11, 2013 By

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…]

Filed Under: Cold Calling, Prospecting, Questioning, Rapport, Technique

FOCUS: Think Inside the Box.

July 10, 2013 By

How many times have you heard the saying, “Think outside the box?” I have to weigh in on a different perspective after hearing it recently and giving it some thought. After all perspective determines our truth and our truth is what we believe. Those beliefs influence our actions that deliver the met or unmet results and outcomes.

My proposal to you is that you consider; “Thinking inside the box.” Here is what I mean. Inside the box is defined by a set boundaries or walls. These walls are made up of rules that define the space inside and out. Within the box offers the freedom of creativity, and a specific focus. [Read more…]

Filed Under: Beliefs, Change, Prospecting, Questioning, Technique

Why Now?

June 17, 2013 By

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…]

Filed Under: Beliefs, Change, Cold Calling, Prospecting, Questioning, Rapport, Technique

Differences cause wars

March 19, 2013 By

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…]

Filed Under: Questioning, Rapport, Technique

Discussion: What are your favorite questions?

January 8, 2013 By

We have learned we sell more when we are asking questions.  Our questions prompt awareness, the first step in change.  Then we are able to submit the best solution in the form of a proposal.

What questions do you ask a prospect that give you the best insight into their challenges or the sales process?

Filed Under: Questioning, Technique

5 Outcomes of a Sales Call or Appointment

October 9, 2012 By

Every sales call or appointment ends with one, sometimes more, of these outcomes.  Knowing this will help guide your call and make yours and your prospects invested time more effective.

1)      YES – The best outcome!  You got the sale, closed the deal and the prospect signed the agreement.  Just don’t spend the commission until their check clears.  Now go make another 10 calls with this renewed enthusiasm.  Call on the ‘bigger’ prospects that you have been postponing until the timing is just right.  Now is the time.  Don’t take a break to celebrate when there is still time in the day to sell.  If you keep a journal, which I highly recommend, write this in it and refer back to it when you receive the 20 no’s in a row in the future. [Read more…]

Filed Under: Cold Calling, Failure, Questioning, Role, Technique
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