• Jul 11
    2016
    Selling technology solutions can be problematic for sales people, especially if the buyer does not share your level of expertise in the area. A common trap we fall into is to try to "educate" the buyer on the product and sometimes the entire field of expertise. This can overwhelm your clients and sometimes cost you the deal. The best way to avoid overwhelming your customer is to consciously use the ...
  • Jul 06
    2016
    Here’s a scene that’s probably familiar. You’re in a waiting room or on a bus and someone nearby speaks to you. Maybe you didn’t hear the person clearly or maybe you didn’t understand why he said what he said. So you turn to him to ask him to repeat it, and you notice he’s wearing an earpiece. He is talking on his smart phone and not addressing you at all. ...
  • Jun 30
    2016
    When you upsell a customer, you get them to think about purchasing additional products or services. Are you doing a good job of uncovering your customers’ needs? Many times, a customer already has something in mind; suggesting more than this may seem pushy or presumptuous. Customers can’t visualize what the new result might look like, so they reject it. Some ideas to make upselling more concrete in the customer’s mind ...
  • Jun 29
    2016
    Cross cultural communication is defined by Gotland University as “a process of exchanging, negotiating, and mediating one's cultural differences through language, non-verbal gestures, and space relationships.” In business, cross cultural communication plays a critical role in successfully carrying out business with teams and stakeholders in other areas of the globe. When the communication is effective, everyone benefits from increased bandwidth, institutional knowledge, and competitive advantage. Ineffective communication however, can offend, ...
  • Jun 23
    2016
    The judge in the class-action lawsuits against Trump University has set the trial date for well after the presidential election. But under continual attack by Donald Trump, he decided to make public some of the evidence, which includes the sales training texts ("playbooks") used to train the Trump University staff. You can find photocopies of several of them on the National Public Radio (NPR) site. The marketing method of Trump ...
  • Jun 22
    2016
    Which of these sentences grabs your attention? "Sales are up dramatically” “Sales are up 10% over last year” “Sales are up $2 million over this time last year” For most audiences it will be the last one. Why? Grabbers speak to the individual’s experience. We know what $2 million is, even if we’ll never see it. Grabbers are specific— real numbers are more engaging than “alot” or “substantially” Grabbers change ...
  • Jun 16
    2016
    Your call is just one of many your prospects are taking. How do you stay fresh in their minds? One idea is to end each call with a bit of information you discussed the last time your spoke. Some of the things you can do include: Send them the URL or issue number of a website or magazine article you talked about Give them an additional comment on their situation, ...
  • Jun 13
    2016
    Britain is having a referendum on 23rd June for the voting population to decide whether or not their country remains in the European Union (EU). The question is known in the press as Brexit — an abbreviation for Britain’s exit. There are plenty of arguments — economic, social, and political — for and against Brexit. As with any major political decisions affecting not only the global economy, but a nation ...