“What is a cynic? A man who knows the price of everything and the value of nothing.” Oscar Wilde (1854 – 1900) Irish dramatist, novelist, & poet How to handle price buyers — Exploding the myth One of the oldest tricks in the books is for a customer to demand that sellers justify their prices. [...]
“The most valuable of all talents is that of never using two words when one will do.” Thomas Jefferson (1743-1826) third president of the U.S. Principal author of the Declaration of Independence Listening is a skill! Studies consistently show that customers believe sales people talk too much. Even more embarrassing, polls of sales people show [...]
The best doctor in the world is the veterinarian. He can’t ask his patients what is the matter-he’s got to just know. Will Rogers (1879 – 1935) American Humorist and Showman The Sales Dentist Remember the last time you went to the dentist. You were a little bit scared, and a whole lot apprehensive. But [...]
Be kind, for everyone you meet is fighting a hard battle. Plato (427 BC – 347 BC) Greek author & philosopher in Athens Cushioning At this point in your presentation, cushioning is the most important tool you have in your utility belt. NEVER argue or disagree with a customer. Always agree emphatically. For example: “We [...]
“Digressions, objections, delight in mockery and carefree mistrust are all signs of health.” Friedrich Nietzsche (1844-1900) Beyond Good and Evil Objections vs. Stalls vs. conditions By my definition, an objection is the customer’s way of telling us what we have to accomplish in order to sell him. He’s telling us that he’s not 100% comfortable [...]
Just Ask I can remember back when I was just getting started in sales. I used to go out of my way to do the best presentation possible. I’d be up waving my arms, doing impressions, telling jokes, sticking pencils through my screen, anything I could do to be different, and of course, enthusiastic. My [...]
“Remember that a person’s name is to that person the sweetest and most important sound in any language.” Dale Carnegie — (1888-1955) Pioneer in public speaking and personality development Rapport through name calling Use your customer’s name as often as seems fit. The average person is more interested in hearing his own name than all [...]
“You can tell a man is clever by his answers. You can tell a man is wise by his questions.” Naguib Mahfouz (1911 – ) Egyptian novelist, Nobel Prize Laureate Customer Questions A nice list of questions serves several purposes. Let’s say you’re warming up with your potential customer and he’s the type who’s rushing [...]
“Be the Ball” Chevy Chase as Ty Webb Caddyshack (1980) As you pull up to your sales appointment, take a good look at the location. If you’ve been doing this for any length of time, you should be able to remember a home or office similar to it, where you made a nice sale. Think [...]
“Before everything else, getting ready is the secret of success.” Henry Ford (1863-1947) American industrialist, inventor Why a System? Once I was in the field training a new sales rep, and we didn’t get the sale. As we were driving back to the office, I asked him what, if anything, he would have done differently. [...]
