That’s the thought going through the buyer’s mind, whether you’re making the presentation or closing the deal. He’s not asking why he should buy your service or product. He can buy that from anyone. He wants to know what you bring to the table.
You could have acquired that answer on your very first interview with the prospect and saved it to clinch the deal. An effective question for me to ask the client on the first appointment is, “Why am I here?” The customer is so surprised by the straight-forwardness of the question that he’ll blurt out why he’s unhappy with his current vendor, service, or product and then proceed to tell me exactly what he’s looking for in both me and the service.
When we get to crunch time and he asks, “Why should I buy from you?” I repeat back his own words – the answer – he gave me the first day.
Posted in Closing, Objections, Sales, Sales Management, Small Business
- Tagged communications, entrepreneur, listening, marketing, negotiating, networking, presentations, sales interview, sales psychology
Three men you’ll be interviewing are in the waiting room. You get a peek of them through your office door. The man in the center…
- What does his posture tell you?
- What’s his attitude about the pending interview?
- What do you do?
- Known as the splaying position, he is seeking to dominate the environment. He’s trying to take as much territory away from the other two men as possible.
- Splaying at home shows comfort and it’s okay. But on a job interview, where serious matters will be discussed, it’s a sign of indifference and disrespect.
- You have to let him know he can’t disrespect you. You can do it by admonishing him to sit up. But even better, when you silently approach him and invade his territory, he will. If not? Interview over.
Posted in Body Language, Job Interview, Management, Sales, Sales Management, Selling with Your Eyes
- Tagged entrepreneur, listening, marketing, meetings, negotiating, networking, personalities, presentations, sales psychology, Small Business
My 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.
Posted in Entrepreneur, Motivation, Sales, Sales Books, Sales Management, Small Business
- Tagged books, closing, communications, goals, management, networking, objections, sales psychology
Three minutes earlier the blond interrupted the conversation already in progress between the man and the woman.
- Should she remain or move on?
- The man is explaining why he made a particular decision. Is he being truthful?
- What does the brunet’s body language say?
- The blond should leave. If the brunet would have turned her feet (to point towards you the viewer), the other woman would have been welcomed into the group. She didn’t so this is a private matter.
- With his palms exposed and by forcefully gesturing while making his point, he feels he’s telling the truth as he knows it.
- She’d rather not be involved in this conversation. Three indicators: her distance from the man, her lean away from him, and her hands protecting her torso. Her smile is simply a “cover” and the least reliable of the cluster of gestures.
Posted in Body Language, Listening, Sales, Sales Management, Selling with Your Eyes
- Tagged communications, entrepreneur, management, meetings, networking, objections, presentations, sales psychology, Small Business, speaking
As the hostess of your party, two of your newest friends make their entrance into the crowded room. The woman is making eye contact with others but not stopping for conversations. The man with her is looking around with detachment. Is your party in for trouble?
(2) Not to worry. Just the typical male/female entrance. Women can walk across the room and by the time they reach the other side they know the relationships of everyone in the room and who’s with whom. The male is up to his ancestral primitive ways. Men, as hunters, are always searching for escapes and exits. He doesn’t have a clue as to what’s going on and just wants to know how to get out of here as quickly as possible without getting trapped. (That’s easy. Just locate where all the other males are standing.)
Posted in Body Language, Networking, Sales
- Tagged communications, meetings, men v. women, networking, party, People, Relationships, sales psychology, social function