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

Four More Ways to To Make Your Customer Communication Stand Out

Last time, I proclaimed that few skills are as essential to successful sales than effective communication. And I provided three ways you can become a communication rock star. Now, here are four more tips to improve your customer response rates. 1. Public commitment One of the most powerful persuasion principles is that of public commitment.

The Power of the Chiasmus: Why You’ll Want to Use This Fun Figure of Speech

Hearing “yes” in any type of situation — with colleagues and customers — is largely about appealing to the other person’s enlightened self-interest. One of my favorite ways to effectively do that is through the use of language, specifically a figure of speech called “chiasmus" [kahy-az-muhs]. A chiasmus is a verbal pattern in which the second

Four Ways to Elevate Your Credibility

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

How to Make a Compelling Phone Call

Just because you use something often doesn’t mean you use it well, or even correctly. That’s right: I’m talking about the telephone. Skip email. Skip Skype. And skip texting. Instead, actually use the phone! Here’s how to make an effective and persuasive phone call: 1. Remember that it’s imperative to communicate your professionalism and start a

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.

Why You Should Salute When You Hear ‘No’

Not every sales pitch is going to result in a "yes." But don't give up too easily. You shouldn’t ignore that “no” or refuse to hear it. Rather, take two shots, and then salute. What do I mean by this? If your buyer says “no” once, reformulate and try again. If, after your second attempt,

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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