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

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 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 Savvy Words Can Increase Your Sales Success

I’ve said this before, but it bears repeating — especially in discussions about sales: Logic makes you think, emotion makes you act. Some words are more compelling than others because of their emotional heft. They create powerful mental images to which buyers can readily relate. That’s why some of the best word choices are aspirational (terms that

A Two-Step Process to Measure the Unmeasurable

"You can’t measure morale!" somebody once tried arguing with me. "You can’t measure enthusiasm!" OK, fair enough. But that doesn’t mean we shouldn’t try. That's why I have a two-step method to help prove the unprovable: 1. Describe an observable behavior that you believe is an indicator of the desired result. 2. Count the occurrences.