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.
For many of you, prime selling season is beginning. Here are some ideas to keep in mind, in no particular order: • Stick to your departmental processes. When times get busy, people say things like, “Don’t worry about introducing him to the business manager, just let him go to his credit union!” Far too often,
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
Staring straight ahead, firmly gripping the wheel, the driver fixated on the snowy road in front of him. His jaw clenched, he steadily — subconsciously, perhaps — pressed harder on the gas pedal as he and his vehicle pushed onward through the driving snow. But he wasn’t thinking about the road; instead, the driver’s mind was
Black Friday is next week (Thanksgiving is early this year), so make sure your digital camera is fully charged. You’ll want to take lots of photos that day. You can literally put your buyer in the picture. I tell powersports retailers to take a digital photograph of their prospective buyers when they are considering which
Years ago, a Harley-Davidson dealer wanted my help increasing sales of new motorcycles at his store. So I did what consultants do: I evaluated the market, employee skills and dealership processes. Improvements could be made, but something else was wrong. When I casually asked the motorcycle sales manager what kind of motorcycle he rode, he
In previous posts, I did the following: • Revealed the formula for sales — and thus persuasion — success • Suggested ways in which to engage your prospects • Offered ideas about how to explore new opportunities with your buyer • Showed you how to frame the options for best sales results • Provided ways
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
In previous posts, I revealed the formula for persuasion success, suggested ways in which to engage your prospects and offered ideas about how to explore new opportunities with your buyer. As a reminder, here is the formula for persuasion success: Yes = E2F3. 1. Engage your target. 2. Explore the situation. 3. Frame the options. 4. Finesse the rough
How can you tell whether you’re making progress with a prospective buyer? Often, the answer lies in the degree to which that person trusts you and finds you a credible sales professional. For clues about how your customers feel about you, observe their actions — or inactions — to determine if you’re winning them over.