Everybody has heard negative mental chatter about sales: * “It’s too hard, and I want to lie down.” * “They don’t want to buy, and I don’t know how to make them.” * “I don’t want to be sleazy or
5 WAYS TO CONQUER NEGATIVE MENTAL CHATTER
The 10 ESSENTIAL STEPS in an Honoring Sales Conversation
How do you start, sustain, and close a sales conversation so that everyone feels good about it—and you know whether or not people will buy? Many of the popular roadmaps for this conversation are based on trapping or manipulating potential
SELLING WORDS TO LIVE BY
Do unto others (as you would have them do unto you). I’d like to say that this suggestion is based entirely on spiritual and ethical considerations—but it’s also strategic. Think about your best and worse buying experiences. Chances are, your
THE 4 BEST WAYS TO CLEAR OBJECTIONS
“Yeah, buts,” otherwise known as objections, are all the reasons that people give for not being willing or able to buy now. As you know if you’ve been selling more than a few hours, the list is endless: * “Yeah,
8 SECRETS to a GREAT SALES PRESENTATION
There’s no shortage of information out there about how to construct the “perfect” sales presentations—whether in person, on the phone, or online. I find a lot of this material depressing, because it seems increasingly geared to boxing clients into a
SELLING AS SPIRITUAL PRACTICE
I know many people who are spiritual seekers, and who look down their noses at people who sell. It’s all I can do to keep from saying, “Forget the mountaintop. Get a job selling cars, and you’ll be enlightened in
THE HOLIDAY SELLING SPIRIT
Festival of lights! Most faiths and cultures have a mid-winter celebration featuring fires, lights, and candles to warm the coolest, darkest time of the year. It’s a time for everybody to put on our finery, plump up our spirits, rise
HOW TO POP THE QUESTION: Honoring Sales Conversation Touchstone #6
In Touchstones #1-5, we’ve seen people’s innate value, connected with them, shared the vision of our offer, and asked what they would want to get out of it if they bought. Now we’re ready to pop the question: * Would you
FIND THE SELLING SWEET SPOT: Honoring Sales Conversation Touchstone #5
This is the most important part of any sales conversation—and one of the most neglected. What is the sweet spot where your offer touches people’s deepest wants and needs? If they were to accept, what would they want to get
SHARE YOUR VISION: Honoring Sales Conversation Touchstone #4
This is the fun part, the part where you eat the frosting off the cake. You’ve see people’s value and committed to making that the basis of your sales conversation. You’ve felt the “ping” of connection with them. Now it’s