Here's another question that came up recently. "When your prospect or customer says, "No!", what do you hear? How do you react? Rejected or challenged? What advice would you give to somebody just starting out?" As a sales motivational speaker I see the negative consequences of sales and business people dealing with this badly every day so here is my advice... It's not what is said, it is your interpretation that does the damage. How many people every year die of snake bites? The answer is none. People die of the poison, not the bites. … [Read more...]
What Are The First 15 Words To Say To A Prospect To Get Them Hooked Into A Conversation?
June 29, 2010 By Leave a Comment
Here's a question that one of my contacts asked recently that I thought I would share with you, "So I have got past the gatekeeper - after the introduction, what are the first 15 words (or so) I say to a prospect that's going to get them hooked into a conversation?" And here's my answer... One of the questions I always ask delegates in sales training seminars is, "How long do you have to make a first impression?" The answer they give me varies but is always no more than a handful of seconds. In today's world, people make decisions very … [Read more...]
Football, Fantasy & Sales Success
June 27, 2010 By Leave a Comment
Over the last couple of weeks I have been enjoying watching sports on the TV – most notably the football and the start of Wimbledon. After watching England play half-heartedly against the highly motivated US team and then appallingly against Algeria, they showed some flashes of inspiration against the Slovenians but then sat back in the last 10-15 minutes and were lucky to hold onto their win. One of the commentators said that he would forgive them that and I commented to a friend at the time that the Germans wouldn’t have. Today, … [Read more...]
