As I stood outside the auditorium after my recent speech in Toronto, a striking grey-haired man beelined toward me and made a comment that made me twing. “I need a word with you. Stay here.” I immediately began worrying. Had my speech offended him? He returned from the rest room and began his apparent complaint. [...]
Let’s start with the sales people who fail, because their experience sets our stage here. In order, this is what unsucessful sales people sell: 1. The price 2. The product or service 3. The company behind #2. 4. The sales person. Now, how do the best sales people sell? Just reverse the order [...]
View Post Business, Dale Carneige, Erica Feidner, Goal, Larry Ellison, leading salespeople, Marketing and Advertising, Online Communities, sales, Sales secrets, sales tips, Salesmanship, Social Networking, TwitterMy friend Rajesh Setty recently discussed an important phenomenon: The Zeroth Impression. It’s the impression someone has of you before they first meet you. Each of my books has stressed the influence of this phenomenon. (If only I’d coined such a memorable phrase for it.) Today, as Rajesh and others point out, people can [...]
View Post first impressions, first impressions are lasting, heuristics, lawyer stereotypes, sales, sales calls, stereotypes, zeroth impressionHow do we decide? Strangely, it turns out, again and again. To make this case vividly, let’s consider a person who makes her living making wise and impartial decisions: a judge. Now, let’s give her a common decision: a parole board decision, of which the judge will make from 14 to 35 simple “yes” [...]
View Post Best Sales Tip, close the sale, closing the sale, Discover, getting to yes, prospecting, sales, sales tips