I remember hearing these words several years ago by my mentor, Todd Duncan, who said: “The heart of selling cannot be seen, it can only be felt.” You may remember Don Henley (The Eagles) who wrote a popular song years ago that had these words in it — “I’ve been trying to get down to the heart of the matter.” If you get to the heart of selling, then you … Read More
- Sales Process
Create An Engaging Experience
Have you received a gift lately? It’s fun when someone shows gratitude by going out of their way to express it in a special tangible way. In our busyness we sometimes forget the importance of expressing our gratitude to others. A great story is modeled about this in a short, engaging and powerful book Mr. Shmooze by Richard Abraham. In this book the author paints a picture of what it … Read More
The New Art of Customization
We live in a very competitive business world. The key to success in this competitive environment is offering our customers products and services where the selection process is simple, pleasant, and distinctive. The availability of choice has caused successful companies to customize the customers experience. People like customized products and services, so long as the process or service does not feel intrusive. Following are some insights on how to make … Read More
Authentic Connecting
You’ve seen these schmooze artists I’m sure. They are the ones that have a business card in hand ready to hand them out to anyone and eager to get from anyone. They have that pre-rehearsed elevator speech and are ready to deliver it even if you’re not ready to hear it. These type of people are generally out for themselves and have a false sincerity. This is the image that … Read More
Customers: What They Hope You Have
When you are in sales, it becomes much easier to make the sale when you know what the customer expects from you. Many sales people assume too much and often go about their business without a clue of what the expectation of the customer is. So what is it that customers hope you have: Values . . . an unwavering commitment to a clear set of values. Customers admire those … Read More