But before the story works its magic, the sales professional must connect with prospects, target markets, referral partners, and buyers so that all characters emotionally experience the same happily ever after that the sales professional projects. Continue reading
Processes matter. Successfully identifying what will go wrong in the future enhances solutions that are effectively sold today! Continue reading
Realization must be factored into the negotiated and ego-based calculus because the business professional that uses time efficiently, while generating greater values more effectively, ultimately secures more cash to enjoy personally and organizationally. To maximize such opportunities, create stories and scenarios that progress toward “yes”, fastest. Clearly, time is money! Continue reading
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Remember, the customer may not always be right. However, their perspective will prevail! Create a dialogue that gives the buyer as many opportunities to prevail as they reasonably can, until achieving, “Yes, I’ll buy it!”. Undisciplined sales reps often win the argument and lose the deal! Continue reading
“Have I got a deal for you!!” This fast-talking salesman reflects a comical stereotype that suggests that business deals include sales professionals talking an unsuspecting customer into buying what they really do not need. Like many stereotypes, a piece of … Continue reading
Once upon a time, I win! That is the whole story. This short story completely summarizes the emotion, tension and finality of an epic adventure. From a business perspective, a great story incorporates a foundation for intelligent planning, strategic processes … Continue reading
Ultimately, finding the “Yes” in the room focuses on establishing common ground. The sooner that the seller can identify the most valued benefits for the buyer, the quicker the buyer can establish closing. Time is a crucial factor in any transaction. The quickest, best offer does not necessarily win the deal. Yet, locating the “Yes” from both sides of the transaction communicates knowledge and value so that the transaction can conclude. Continue reading
Realize even in connecting with organizations where models and quantitative analysis drive decisions, people who are led by their emotions and biases are building these models. The human condition is inescapable in commerce. Consequently, the individual contacts and their personalities never stray too far. Continue reading
Sales professionals for services have to offer efficiency, good feelings, and so much more! Yet, referrals and relationships create incredible, repeatable results! Continue reading
“I need to see Mr. Big! He is NOT expecting me!”, the loud visitor announced to an appalled administrative assistant. A well-polished gentleman had just exited a downtown high-rise’s elevator and glided toward the reception area. His untucked fitted shirt … Continue reading
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