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
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
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
MAKE THE CONNECTION: Honoring Sales Conversation Touchstone #3
Touchstones #1 and #2 are internal. We see people’s value and continue to relate with them on that basis—regardless of their objections, and whether or not they buy. Touchstone #3 takes us out of our own attitudes and thoughts. We
SEE PEOPLE’S VALUE: Honoring Sales Conversation Touchstone #1
The 10-Touchstone Honoring Sales Conversation is the foundation of The Soul of Selling Method. It makes sure that you bring everything you have to the table, and that you treat people with respect and appreciation. It gives you a map
SELLING IS A DINNER PARTY!
What to do when we get that queasy, uneasy feeling that maybe we should have gone to plumbing school instead of selling? (We’re not the only ones. Every seller has had that feeling at some point.) Here’s what I do.
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
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