• Jun 03
    2022
    A friend of mine, who has been collecting Social Security for three years now, says it has been an interesting experience to become part of the senior demographic. The telemarketing calls change, both in terms of the services the telemarketers are trying to sell you and in the assumptions they make about you. Last week, my friend got a call from someone who claimed to be concerned about his health. ...
  • Mar 22
    2022
    Getting a prospect or client to speak can often be challenging, particularly if you haven’t developed a relationship yet or established trust. Opening the initial sales call Socratically (after the initial social pleasantries are over) is a seamless way to transition to the sales part of the meeting and can go a long way to getting the hesitant prospect to talk. A talking prospect is one of the fastest ways ...
  • Dec 07
    2021
    Price is often the “elephant in the room” when it comes to closing a sale. There will always be someone who will undercut your price. Any customer who buys on price alone, will leave you in a heartbeat. There is no loyalty with that type of customer and little hope of a long-term relationship. However, if you are truly convinced your product or service is of the highest quality, lowering ...
  • May 13
    2021
    There may be some debate around whether or not the term “elevator pitch” is still relevant, especially in light of current blended and remote work environments. Regardless of what you call it, if you are in business, you should have an elevator pitch, or an abbreviated version of what you and your company do, at your fingertips to utilize at a moment’s notice. You never know when an opportunity to ...
  • May 03
    2021
    There comes a time in just about everyone’s life when you have to say “no” to a request or demand, whether it be to an internal request or an external/client request. How you say “no” can affect the relationship, either positively or negatively. For example, if your reason for no is, “it’s against company policy,” it will most probably affect the relationship in a negative way. The response to, “it’s ...
  • Jan 18
    2021
    Has this happened to you before? You are in a conversation or negotiation with a prospect, the dialogue is advancing, when suddenly everything comes to an abrupt halt. The prospect won’t agree to signing a purchase order, bringing in other decision-makers, or to proceeding to the next step in the sales process. The salesperson may start to panic and quickly begin a search of the database in their mind about ...
  • Nov 10
    2020
    It’s well-known that Socrates didn’t lecture his students. Instead, he used a method of instruction that came to be known as the Socratic Approach, also known as the Socratic Method. Webster’s Unabridged Dictionary defines the Socratic Approach as, “A method of teaching or discussion, as used by Socrates, in which one asks a series of easily answered questions that inevitably lead the answerer to a logical conclusion.” Because his students ...
  • Nov 19
    2019
    Sales people often view their job as a series of hurdles to overcome before the finish line is crossed. Count the number of times you hear “no” before getting a “yes.” Match the tone of the potential customer and carefully observe their body language. What if the secret to being a good leader and sales rep was just to be able to ask better questions? Who knew a philosopher who ...