Successful salespeople have great hygiene. I don't mean they shower after the gym and smell nice; I mean they have things in their personal processes that turn into habits that contribute to their success. Here is of those habits: Never leave an exchange with a prospective buyer without a date, a time and a next step.
If you’re 21 years old and just starting your career, you may consider your legacy to be an inconsequential and trivial matter. You have the entire rest of your life to worry about a legacy. If, however, you’re in your 50s or 60s and thinking about what your next chapter in life holds, your legacy
Peer pressure is among the strongest of all propulsions in the workplace (and elsewhere). It can affect your relationships with colleagues and customers, as well as your sales performance. How can you positively influence David and Debbie at the dealership? Here are five ideas: 1. Cultivate favors by doing favors. You can make people “offers
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:
In a previous post, I wrote about four ways you can lose credibility. This time, I'll cover four ways to build more credibility in the eyes of everyone you encounter: 1. Realize that nothing breeds success like success. Publicize your successes, but don’t boast about them. Demonstrate your triumphs, relate your victories, repeat your progress. This
In a previous post, I asked about how much credibility you have. There is only one condition worse than not having credibility, and that is having had credibility and losing it. Credibility lost is extremely hard to regain, so let’s look at key causes and successful prevention techniques. Here are four ways to jeopardize your credibility:
When selling, if the means are ethical and the ends are ethical, then you’re obviously operating in an ethical manner. In other words, if good things will happen for your buyer, your company and you, why not? However, if your means are unethical and your ends are unethical — perhaps you fabricated vendor research to steer
Horsepower. Pull. Sway. These should be words used to describe your influence within your dealership. Readers of my book, Persuasion Equation, know that I consider “persuasion” to be an action and “influence” to be a state or a condition. Influence reflects the ability to create an effect without exerting an effort. The ability to persuade
In previous posts, I revealed the formula for persuasion success, suggested ways in which to engage your prospects, offered ideas about how to explore new opportunities with your buyer and then frame the options for best sales results. As a reminder, here is the formula: Yes = E2F3. 1. Engage your target. 2. Explore the situation. 3. Frame the
Why is credibility so important in today’s workplace? Well, consider what having credibility enables you to do: Persuade people more easily Influence more people Reduce conflict Complete projects successfully Improve your team’s reputation Easy to lose and tough to build, credibility ranks as one of the primary characteristics of a successful project manager and leader.