Similar Posts
13 ways prospects frustrate you and 13 ways to get a grip
Pay-off: how to get a grip and remain productive when people frustrate you in sales Investment: 1.5 minutes In sales or BD, you’re going to discover a sometimes surprising uglier side to people: Some prospects won’t treat you well. Some will lie to you and lead you along. Some will ignore you and disappear instead…
Deciding | Positioning | Selling | Thinking
One way to remove buying resistance
(And how to help people avoid acting like jerks!) Pay-off: get this right, and you’ll find selling a lot nicer Investment: 3 minutes Sign up to weekly posts here Every day I work with people struggling to sell. Less often I work with people who sell well. Makes sense. I learn a hell of a lot from…
How to decide
One (of many) useful ways of making a decision is to ask yourself and write the answers to: 1. What’s important about this outcome? 2. What else? (Ask 3-5 times) 3. Of those listed, what’s THE most important? The least negotiable? 4. If you get that thing, what will it ultimately do for you? 5….
Deciding | Learning | Positioning | Presenting | Selling | Thinking
The 7 W’s
People tell me they struggle to know what questions to ask when meeting people, switching on curiosity, seeking to understand, helping others to think, solving problems, making buying decisions, or when simply learning something. This can get you started. Use the 7 W’s: Keep repeating those in your head. I have them at my fingertips….
The cost of misunderstanding laziness (and belief in cause)
Pay-off: Eliminate ‘laziness’ and strengthen your team Investment: >2 minutes Sign up to weekly posts here Think about the lazy people you know. Grrrrr…they’re so annoying aren’t they? Lazing about. Who do they think they are? Except…many of the “lazy” people I know have gone on to become more successful than just about everyone else…
Doing | Positioning | Selling
The art of introducing yourself
Pay-off: Never again struggle to introduce yourself Investment: <4 minutes You’re about to meet someone for the first time, step into the unknown, and hopefully strike up an enjoyable conversation. It could be your next valuable business, career, or sales relationship that might just be the turning point you’ve been waiting for. But first, you’re…