The most common forms of sales sabotage are stylistic. How we talk with customers can easily undermine our ability to position ourselves to succeed and win business. No one does this intentionally, but the fact remains, if you don’t know how to effectively structure and conduct customer conversations, what you talk about doesn’t make much difference. Customers aren’t going to hear you; they won’t care what you have to say. They may even work actively against you. Many sales professionals hear the word style in the context of communication and think of personality style or style in the sense of something cosmetic or trendy. Style in the sense used here is an expression of our mind-set, our stance, and our approach to our relationships with customers. It has a lot to do with the answer to the question, “How do you see your role as a sales professional?” How you speak with your customers has an equally powerful impact on your career. Your ability to constructively attract and engage a customer in a relevant dialogue requires a conversation style as well as substantive content. Style is a critical key in the creation of engaging and compelling business relationships. When what they learn is compelling enough to make them want to change, to take action, they will buy.
"This is the first book to apply powerful diagnostic principles directly to sales conversations. It shows you how to create a customer engagement in which the common barriers to success - limited access, ambiguous words, objections, and cutthroat negotiations - all melt away." - Prime Resource Group
"Excellent as Thull is, I would not necessarily make this assigned reading to entire sales teams without first understanding an organization’s own curriculum. Mr. Thull is reasonably restrained regarding unique selling systems and jargon, yet he is specifically teaching his registered “Diagnostic Selling” system of Discover, Diagnose, Design and Deliver." - Speaking for work
In Exceptional Service, Exceptional Profit insiders Leonardo Inghilleri and Micah Solomon reveal the secrets of providing online and offline customer service so superior it nearly guarantees loyalty.
In Our Rapidly Changing world, selling is becoming more difficult because buyers are changing. The Lives of our best customers, those who have known and valued you the most, have been changed personally and professionally. In today's fiercely competitive marketplace, buyers are slashing costs to get by, which means there's more
The Greatest Salesman in the World is one of the bestsellers from Og Mandino. The book, just like many other inspirational works that he has done, is an outstanding story that leads a person through an interesting story that has great lessons. In this inspirational book, he combines great skills of
Success for that top 1% isn’t reached by accident, though. Successful people work hard to reach the top and stay there. Their success is the result of a number of factors, including mastery of their field, using the right systems, and staying on plan. In direct selling, these ingredients are especially
We all negotiate on a daily basis. We negotiate with our spouses, children, parents and friends. We negotiate when we rent an apartment, buy a car, purchase a house and apply for a job. The ability to negotiate might be the most important factor in your career advancement. Negotiation is also
We know how hard the last few years have been. Many have called it the Great Recession, with good reason, as it has already been far longer and more severe than any economic downturn since the Great Depression. Government economists tell us it began in December 2007, but the researches identified
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Delivering Knock-Your-Socks-Off Service means creating a positive, memorable experience for every customer, exceeding expectations, and satisfying needs in such a way that you’re seen as easy to do business with. It means looking for opportunities to wow and delight your customer in unique and unexpected ways. The customer who experiences all
In SPIN Selling, Rackham examines selling high-value product and services. By following the simple, practical, and easy-to-apply techniques of SPIN, you will be able to dramatically increase your sales volume from major accounts. Rackham answers key questions such as “What makes success in major sales” and “Why do techniques like closing
Stress is emotional reactions running rampant and it can easily power a self-reinforcing, downward cycle that destroys credibility and trust in conversations.
When you react without thought to stress, it drives you back into a reactive mode and dangerous old beliefs.
Ask yourself these questions: Do your customers know the true cost of the absence of the solutions you sell? Do they even know if they are experiencing the problems that your solutions are designed to resolve or the risks they are exposed to if they don’t buy that solution?
Most of salespeople depend on presentations to educate their customers. But presentations have some major disadvantages in and of themselves.
To be effective communicators, it is critical that we retrain ourselves and learn new conversational processes and skills. We have to stop presenting and start connecting.
The best way to prepare customers to purchase your solution is not to create a glitzier presentation than the competition. It is to work with customers to define the design parameters of a solution that can best solve their problem.