Archives for November 2012

The Soul of Selling Chant

I was crushed when my first selling mentor said, “Be the source of your own enthusiasm!”

It was so unfair! Where was the Fairy Sell-Mother? Where was the sparkle-dust that would jack me up? Where was the marching band? Slowly, the sad truth dawned: Not only might I wait forever for the Fairy Sell-Mother and her marching band–but it would serve me well in life, as well as in selling, to learn to generate my own enthusiasm.

That’s when I made up the Soul of Selling Chant.

Complaint to contribution!
Drama to dreams!
Struggle to service!
Reasons to results!

The Chant reminds me what I’m about, and puts whiny, dramatic, put-upon, arguing-for-my-limitations me back on track. It may sound silly, but my motto is: “Whatever works!” [Read more…]

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THE THRILL OF VICTORY

Soul of Selling Step 6: Keep going until you get the result.

What if you knew you would make your sales goal every time? Soul of Selling Step 6 is about making sure that you do.

The secret of powerful sellers, and the way to guarantee your results, is to keep going until you get them.

WHA-A-A-A-T?
It sounds harsh, I know. When I say those words in workshops, people slit up their eyes. They envision themselves slogging through an angry crowd of non-buyers, with “The Song of the Volga Boatmen” playing mournfully in the background. [Read more…]

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TOP 10 SALES CONVERSATION POINTS: Challenge and Opportunity Gone Wild

Soul of Selling Step 5: Conduct the Honoring Sales Conversation.

Ever wonder how to begin a sales conversation? Move it along to the next level? Close it with grace and aplomb?

Sales conversations are the Challenge/Opportunity paradigm on steroids. The Soul of Selling‘s Honoring Sales Conversation guides you step-by-step through this unique process.

THE HONORING SALES CONVERSATION
This conversation gives you the 10 essential points or touchstones to make sure you:

  • Create and keep a warm, appreciative connection with people.
  • Speak in an inspiring way about your offer.
  • Hear what they need to say before they can buy.
  • Close the sale in a way that makes both of you feel like winners—whether or not they buy!

THE TOP 10 POINTS
[Read more…]

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HOW TO MAKE YOUR WORD GOLDEN

Soul of Selling Step 4: Promise your result.

When I say the words “sales promise” in workshops, half the audience stops breathing. Making a sales promise can be uncomfortable. But it can also turn us into forces of nature and make our word golden, if we do it the right way.

“I thought I did better without promises, because I felt more relaxed,” Ellen told me. “Now I love making promises because they keep me steady. I’d be anxious without them.”

WHAT A SOUL OF SELLING PROMISE DOES
Soul of Selling promises work for you, rather than against you. They are are:

  • Crafted so that you win, every time
  • Truing mechanisms that generate support, direction, and strength—not stress, grief, and threats
  • Guarantees for success that keep you on track, moving forward in exactly the direction you want to go

HOW TO CRAFT A SOUL OF SELLING PROMISE 
Soul of Selling promises have 5 essential elements. They are: [Read more…]

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