Bait and Hook

Cover Draft 2My grandmother had the legendary reputation in the Austin, Texas, lake country as being one of the best fishermen in the state.

Annie knew how to bait the hook. She had secret bait and hooking methods for the blue catfish, crappie, black bass, and the small mouth bass. Each bait and hooking method was subtly different. Fishermen tried to duplicate her methods to no avail. She could out-fish and out-catch anyone around.

As a 10-year old kid, my grandmother gave me my very first selling lessons. Know what you’re going after. Go where they are. Use the right size hook. Use the right bait. Hook the bait on the hook in a way that attracts the fish. Be patient. Be persistent. Never give up.

Oh, and when a cottonmouth water moccasin swims nearby, bop him on the head with the tip of your pole. You don’t need the competition.

                                                                       

This article is from my ebook Cast in Stone – 45 Sales Fundamentals That Should Never Be Tampered With, available at Amazon, the Apple Store, and Barnes & Noble.

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When Do You Finally Give Up Calling On a Prospect?

frontConsider this:

  • 44% of salespeople stop calling on the prospect after one call.
  • 22% stop after the second call.
  • 14% after the third call.
  • 12% after the fourth call.
  • Thus, 92% of salespeople stop after four calls.

Combine that information with this:

  • 15% of the prospects can make a decision within 1-2 calls.
  • 15% within 2-3 calls.
  • 35% within 4-5 calls.
  • 35% within 5-7 calls.

Notice that 70% of the people you call on will not even make a decision until you get beyond that fourth call.  If there is a magic number, it would be five.

But as long as a prospect is using a service or product I sell, I never stop calling. The reason: things change. Decision makers come and go, money comes and goes, needs come and go, and competitors come and go.
                                               

This information is from my book, Cold Calling for Cowards: How to Turn the Fear of Rejection into Opportunities, Sales, and Money available in ebook or paperback

What’s She Thinking?

What's She ThinkingYou’ve completed your presentation before your client’s group and you’re taking questions. You notice the marketing director’s chin rests upon her thumb, her index finger points upwards, and she has a slight smile.

  1. Is she having positive or negative thoughts?
  2. What does her posture say?
  3. What should you do?

Answers

  1. Most people think this is a signal of interest. It’s not. She’s having negative or critical thoughts about you or your presentation. Even though she has a smile, the negative gestures outweigh the positives.
  2. Leaning away from you with her arm in front of her torso completes the cluster of negative signals that should warn you to do something.
  3. Get her involved immediately. Simply stating, “You seem to have some concerns. Would you mind telling me what you think?” will get her to change her body language and attitude.

Figure 4 Leg Cross

business manager sitted on black armchairWhat Do You See?

The “Figure 4 leg cross” is a seated position used mostly by American men. You’ve just made your presentation and the decision maker takes this position.

  1. What is his attitude?
  2. Should you challenge any negative comments he might make?
  3. Is he ready to make a decision?

Answers

  1. His attitude is competitive – “bring it on!”
  2. If he makes a point, he’s ready to argue for that point. Tread carefully.
  3. Don’t ask for a decision until both feet are flat on the ground.

Negotiating with Eyes Wide Open

English: Nobel Peace prize Concert 2008, Oslo ...

Actor Michael Caine has an instructional video for new actors wanting to improve their craft. The one he showed on Late Night with David Letterman illustrated how to use your eyes to convey weakness or strength.

Caine first blinked his eyes rapidly, about 4-5 times a second. “This,” he says to the camera, “is how you show weakness.” Body language experts say a fast blink rate should lead you to question the person to see if they have something to hide – if they’re covering something up they don’t want you to see. In another context, the fast blink rate could be seen as flirtatious.

“To be seen as a force to be reckoned with,” Caine illustrated, “don’t blink. The longer you can hold your eyes open, the more intimidating you become. The more aggressive. Someone to be feared.” Like you’re able to penetrate someone’s soul.

Could help in a negotiation?