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communication

Create a ‘Thunderstruck’ Sales Moment

Logic makes you think. Emotions make you act. You’ve read that here on many occasions. Now, let me give you another way of creating emotions so that you can create win-win relationships with your customers. Retailing is a sensory experience. The sights, sounds, smells, textures and yes, even tastes found in a motorcycle dealership can

Four More Ways to To Make Your Customer Communication Stand Out

Last time, I proclaimed that few skills are as essential to successful sales than effective communication. And I provided three ways you can become a communication rock star. Now, here are four more tips to improve your customer response rates. 1. Public commitment One of the most powerful persuasion principles is that of public commitment.

Make the Buying Process More Enjoyable for Your Buyer

Involve your buyer as much as possible in the sales discussion. This is just plain common sense; conventional wisdom holds that while people hate to be sold, they love to buy. Ask your buyer questions to make him enjoy the act of buying more. Here are some examples: “On a scale of one to ten

The Power of the Chiasmus: Why You’ll Want to Use This Fun Figure of Speech

Hearing “yes” in any type of situation — with colleagues and customers — is largely about appealing to the other person’s enlightened self-interest. One of my favorite ways to effectively do that is through the use of language, specifically a figure of speech called “chiasmus" [kahy-az-muhs]. A chiasmus is a verbal pattern in which the second

The Role Emotions Play in Sales Success

More than 400 words exist in the English language to describe “emotion.” In fact, neurologists have even identified distinctions between emotions (the automatic brain response) and feelings (the subjective way we interpret those emotions). Depending on how thinly you’d like to slice the topic, you could literally list dozens of human emotions — from acceptance,

How Much Credibility Do You Have?

In recent posts, I wrote about ways in which you can gain and lose credibility. Now it's time to evaluate your current level of credibility. Success in selling is tough to achieve if you don't have credibility as a sales professional. And credibility cannot be achieved if you do not possess the following three attributes: