retail

Black Friday Tip: Take Your Buyer’s Photo and Then Close the Sale

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

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,

When Selling, Feel Free to Take a Little Literary License

Everybody embellishes stories, at least a little bit. Like that time you told your colleagues who weren’t at the trade show that everyone gave you a standing ovation after your presentation. I’m here to tell you it’s okay to use literary license in the persuasive sales stories you tell your prospects. Slight exaggerations, the blending

How to Overcome Sales Objections

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

Frame the Buyer’s Options for Best Sales Results

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

Six Ways You Know You’re Making Progress With a Customer

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.