Lois and I recently spent a few lovely days with Shel Horowitz and his wife Dina Friedman at their home. Lois, my wife, had known Shel for many years but this was the first time we had the pleasure of spending time with them in person. While it was mostly a social visit we did…
This blog was first posted at Thanksgiving 2019. Thanksgiving is a holiday celebrated in the United States on the fourth Thursday in November. Thanksgiving is also celebrated at different times in many other countries. The early Thanksgiving celebrations were to pause and show gratitude for the harvest of the previous year and the sacrifices making…
There I was in the final minutes of the presentation. Heads were nodding “yes”. The body language was positive. So I asked for the order and got: “That was a great presentation. You answered all our questions. Looks like it will solve our problem. Let us think it over and we will give you a…
I was reading chapter Six in The Seller’s Challenge by Thomas Williams & Thomas Saine (Tom&Tom). This informative chapter about selling against the status quo reminded me that unless there is a compelling reason to change a prospect won’t. Great salespeople not only need to find or create pain in a prospect but be able…
Great salespeople take the time to understand the competition. Like winning sports teams look at films and data on their competition, you need to know all you can about the competition. By cataloging the strengths and weaknesses of the competition great salespeople know how to position themselves to win the deal. Who Is A Competitor?…
Most sales are made way before the great salesperson asks for the order. That’s what I mean by qualify hard – close easy. Think back over your most successful sales. When did you know the prospect was going to buy from you? What conversations did you have before you felt the commitment? Did you really…
Business-to-business networking is more than schmoozing. Ever been to one of those business gatherings and found cliques of people chatting among themselves? Did you ever wander into a room full of business people only to be overwhelmed by the large crowd? Or as a great salesperson have you mastered the art of business-to-business networking? What…
Buyers consider a product as a commodity when there is no differentiation between brands or sellers. So what do they base their buying decision on? Price! Buyers pit sellers against each other to get the lowest price on a commodity product. But there are great salespeople who are very successful selling commodity products. Break The…
It happens. Years of a mutually beneficial relationship come to an end because your company screwed up and caused irreparable harm to the customer. But great salespeople know “I’ll never buy from you again” never lasts forever. Like Yoda, the legendary Jedi Master from Star Wars, great salespeople are wise and patient. They watch for…
The customer is always right … except when they aren’t. Has this ever happened to you? You enter the customer’s office with a smile and a ready handshake only to be greeted with a scowl and gruff hello. Then the customer unloads his frustration on you. But you know what the customer is saying is…