Nancy and Sam were a couple of my salespeople. I needed someone to run a lead and I sent each the same text message: "Can you run a lead for me tomorrow?" The financial benefits were huge for the person who did it. Each knew it. My intention was to send the prospect's information to […]
Give Them Their Money's WorthRead More
I asked the man, "How much to repair it?" We ripped out the bar area in our home and needed to have the area carpeted. I had the carpet. He needed to install it and match it up with with the rest of the room. He gazed at the concrete floor. In less than five […]
Back To The BasicsRead More
Recently I noticed many of the salespeople I've been training have been skipping the basics. Instead of taking time to build the frame of the influence puzzle, They start quickly throwing pieces out there and trying to match them up to see if they match. That's not good. It causes more work than necessary. The […]
Building Rapport With QuestionsRead More
I was recently asked about building rapport with questions. I don't think about specific questions I ask to build rapport. I allow the context of the conversation lead my questions. A business context will yield different questions than a social situation. However, there is a structure specific to building rapport with questions. They're used by all great […]
How To Improve Sales Skills: The Easiest WayRead More
This may be an quick how to improve sales skills article, but I promise you'll get a huge benefit when you do it regularly. The problem, and solution, is all in your head. Sports psychology has been using visualization for years. It gained popularity in the 1980s. And it's used by the best athletes in the world. […]
Two Minutes HateRead More
"The next moment a hideous, grinding screech, as of some monstrous machine running without oil, burst from the big telescreen at the end of the room. It was a noise that set one's teeth on edge and bristled the hair at the back of one's neck. The Hate had started." - from George Orwell's, Nineteen […]
