Be kind, for everyone you meet is fighting a hard battle.
Plato (427 BC - 347 BC)
Greek author & philosopher in Athens
Cushioning
At this point in your presentation, cushioning is the most important tool you have in your utility belt. NEVER argue or disagree with a customer. Always agree emphatically. For example:
“We can’t afford to [...]
“Digressions, objections, delight in mockery and carefree mistrust are all signs of health.”
Friedrich Nietzsche (1844-1900)
Beyond Good and Evil
Objections vs. Stalls vs. conditions
By my definition, an objection is the customer’s way of telling us what we have to accomplish in order to sell him. He’s telling us that he’s not 100% comfortable yet. Unfortunately, it’s [...]
Just Ask
I can remember back when I was just getting started in sales. I used to go out of my way to do the best presentation possible. I’d be up waving my arms, doing impressions, telling jokes, sticking pencils through my screen, anything I could do to be different, and of course, enthusiastic. My boss [...]
“Remember that a person’s name is to that person the sweetest and most important sound in any language.”
Dale Carnegie — (1888-1955)
Pioneer in public speaking and personality development
Rapport through name calling
Use your customer’s name as often as seems fit. The average person is more interested in hearing his own name than all the names in the [...]
“You can tell a man is clever by his answers. You can tell a man is wise by his questions.”
Naguib Mahfouz (1911 - )
Egyptian novelist, Nobel Prize Laureate
Customer Questions
A nice list of questions serves several purposes.
Let’s say you’re warming up with your potential customer and he’s the type who’s rushing you into getting started:
[...]
“Be the Ball”
Chevy Chase as Ty Webb
Caddyshack (1980)
As you pull up to your sales appointment, take a good look at the location. If you’ve been doing this for any length of time, you should be able to remember a home or office similar to it, where you made a nice sale.
Think about that sale! [...]
“Before everything else, getting ready is the secret of success.”
Henry Ford (1863-1947)
American industrialist, inventor
Why a System?
Once I was in the field training a new sales rep, and we didn’t get the sale. As we were driving back to the office, I asked him what, if anything, he would have done differently. He gave me [...]
Joey DeMicco
Does this sound familiar? There is a wonderful selling opportunity on your schedule today. You know you should be excited — but you’re not. Maybe you were up all night with a sick child or maybe you heard some bad news recently that has affected you in a negative way. Whatever the reason, you [...]
Use language, tone, and motion to get yourself in sync with prospects.
Source: REPLACEMENT CONTRACTOR Magazine
Publication date: 2007-05-01
By Joey DeMicco
James was one of the hardest working sales reps I’ve ever had the pleasure of managing. A tall, boisterous guy, he had a voice you could hear a mile away. He was always in the office or [...]
What is a goal?
Dictionary.com defines goal as: The purpose toward which an endeavor is directed; an objective. To me, a goal is taking an objective, putting it down on paper, and doing everything within your means to make it happen.
It is NOT taking your past results and estimating what you will do in the future [...]
