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Articles tagged "sales techniques":
146 articles found
Sales Techniques To Avoid Interrogation
Questions are a critical part of the sales process. Do you find that the questions you ask aren't producing the results you want? The way you structure the questions you ask, and the intent behind them have a dramatic impact on the prospect. Questions help you to establish rapport with the prospect. Questions help you to put the prospect at ease, gets them to open up to you, and makes them feel comfortable with you. Your questions must demonstrate your sincere interest in the prospect.
Layers Of Complexity In Life And Persuasion: I Am An Onion
I love metaphors. Lately, an especially potent one for me is the layers of an onion as metaphor for human nature. This method, the Cleveland Method, deals with a deep understanding of unconscious motivations and core drives. Only by focusing inwards can we genuinely understand others.
One of the absolute, most powerful concepts in persuasion is framing. Looking at the big picture, the broader view of any issue, we can see how everything we can think of is a frame (in one way or another). Sometimes I use political or religious concepts I(as well as an occasional controversial or taboo topic) to illustrate the ways in which framing works. I am not endorsing one side or another but just pointing out where blind spots may be.
We didn't all grow up affluent. I know for a fact that several of my students, in fact, are literally rags to riches stories. Through single-minded perseverance, intention, education, hard work, and maybe a little luck, they have created financial universes for themselves that are quite enviable and outstanding.
Magnetism: Not Just For Animals
A very spiritual woman I know shared the following with me: she said, 'I used to have unfortunate beliefs about myself and I received back from external influences unfortunate results. When I decided to take control and raise my resonance, to be the change I wanted to become, to allow abundance and love come flow through me, absolutely everything fell into place. I am now living a life of leisure with a beautiful husband and I can draw what I want into my universe at will.'
Paper Seeds: An Exercise In Sprouting And Manifesting
When I was young I lived on my grandpa's farm and he taught me some very important lessons. Another of the lessons had to do with the Biblical verse, 'As you sow so shall ye reap.'
Sprouting Paper Seeds: Manifesting What You Want
My grandfather played a big role in my youth. He taught me a lot of very important lessons including the Biblical verse: As you sow, so shall you reap.
Are Your Insurance Sales Hot Like A Bowl Of Chili?
You may be frustrated and confused because your sales aren't hot. The sales and marketing systems you're using work for others, but they don't work for you. How is that possible? I'm pretty confident you have at least some experience with eating. So, I think you'll be able to understand the examples I'm going to use to make my point. If you've never eaten chili, it's a hot spicy soup.
If you've ever sold anything ever, you've probably been subjected to the dreaded 'sales training' where you may have been taught your typical 'features and benefits' type training or some other easily definable, package-able, pat kind of interaction between prospect and sales professional. I learned these myself as a young man and quickly realized they were a road to nowhere. I had an awakening which opened up my sales unbelievably.
'Facts and figures are forgotten. Stories are retold.' -Jeffrey Gitomer
Polarity Responders: Contrary To All Belief
We've all had to deal with a polarity responder at one time or another. . . someone who regardless of the situation, has to respond in opposition to everything. 'It's a beautiful day.'
Persuasion Continuums: The Key To Your Prospect's Particulars
Recently I heard a pretty funny joke: 'I have the idea that one person's dream is another person's nightmare. For example, it's my dream to sleep with Cindy Crawford. I'll bet you anything that would be her nightmare.'
Eliciting Peak Emotional States For Persuasive Power
We've all had this experience: a song comes on the radio and we're transported back to a time and place ten, fifteen, twenty years ago or longer. Maybe it was a song that reminded us of a time when we were struggling through a broken heart, or maybe it was just the opposite, the soundtrack for our first true love.
Today I start with a quote by Dale Carnegie. "Most of the important things in the world have been accomplished by people who have kept on trying when there seemed to be no hope at all."
I really like you, but. . .
Everything Happens For A Reason
Last week I got a call from an acquaintance of mine. He said, 'Remember that conversation we had about Africa a few weeks ago? Well, I just checked my e-mail and you won't believe it. I won an international lottery originating in Africa. You know, I'm just convinced everything happens for a reason, don't you think?'
Is It True? Does Everything Happen For A Reason?
Last week I got a call from an acquaintance of mine. He said, 'Remember that conversation we had about Africa a few weeks ago? Well, I just checked my e-mail and you won't believe it. I won an international lottery originating in Africa. You know, I'm just convinced everything happens for a reason, don't you think?'
I like the way Abraham Lincoln said it best, "Am I not destroying my enemies when I make friends of them?"
Seeing What Sticks: The Old Fashioned Way To Sell
There's an old wives' tale that suggests you can tell when dinner is ready by throwing a piece of spaghetti against the wall to see if it sticks. If it sticks, it's done. If not, keep cooking. Whenever I think of 'features and benefits' selling, I think of someone throwing a whole pot of spaghetti noodles against the wall and trying to see what sticks. Stupid, right? I think so.
Creating Your Universes: The First Step
"Civilization advances as more and more of life's essentials are absorbed by the unconscious." -Diane Ackerman, "An Alchemy of Mind: The Marvel and Mystery of the Brain"