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

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:

How Do You Know When People Trust You?

Some people say you can’t see trust. I disagree. How can you tell whether you’re making progress in your sales attempts with a particular person — especially in such critical areas as trust and credibility? Try consistently observing a particular person’s actions (or inactions). Here are three pieces of evidence of things unseen: 1. The

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

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.

Next Time You Hear ‘No,’ Ask Different Questions

The next time a potential buyers says “no,” try asking different questions. Now, these can be rhetorical or actual questions. Either way, they soften your response, give you time to think and usually are greeted in the affirmative. For example: “May I ask you a question … ?” “May I speak candidly … ?” “May I

How to Ask for a Referral

I've written and spoken a lot about referrals over the years. While testimonials are static statements for a job well done, a referral is an introduction to another potential client or customer. One person says to another, “You should really talk to Tom. He sold me a great bike, and he might be able to help