To avoid high pressure selling, salespeople should take a page from the playbook of doctors when it comes to engaging with customers. Think back to your last visit to a doctor. As a percentage of the duration you took,...
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Just by changing the frame of a picture, you make it look different. Try it. Easier still, watch the same video on your phone, in landscape then portrait- it’s a completely different experience. And that’s what reframing is. In...
Contrary to popular belief, your personality does not determine success in Sales. For instance, there’s a pervasive myth that effective salespeople are extroverted, charming, charismatic, and instantly likable. The only problem is there’s no evidence that it’s actually true;...
Should deal makers be debt chasers? Should salespeople do debt collection? At first blush the response, would be, “Duh! Yah. It’s their job. Further, it makes financial (cost) sense as opposed to having others do it and in any...
Are you engaged in problem identification or problem solving? Are you identifying problems, or solving problems identified? Confused? Well, if you are selling in a hardware shop and a customer comes in stating, “I want a drill,” do you...
Dear business owners, why do you do this? Why do you invest heavily in the premises complete with extensive grounds, imported furniture and manicured lawns, then sit back and expect the money will roll in. And it does, momentarily....