I know we’ve talked about this before, but I was again reminded of it in a series of interviews I’m doing right now. This is an old sales axiom I learned years ago through Micro Electronics’ sales training program and it has served me well in many situations. The idea is simple: you put out your pitch and then shut up. Whoever speaks next has “bought” the idea. So if you put something out there and then keep talking, the only one buying is you. See what I mean? Many years ago I had to make a tough pitch to a vice president known for being a ruthless negotiator. The team elected me to be the voice but I was definitely nervous. I chanted “he who speaks first buys” all the way up the steps to the meeting. Once there, I laid out our very […] Continue reading
What Makes You Different?
I like to help companies develop their unique positioning by asking what they want their clients to say about them. For example, your best client is at a party talking to their counterpart at another company. The counterpart says they can’t get anywhere on X project (with X project being what you do). Your client says, “say no more! I know who you need to call. Call (you) because…….”. What’s the because? What does your client really value? The beauty of this is if you really don’t know, you can call your best client, pose that scenario and have them TELL YOU! Instantly you have your differentiator. And the best part about asking this way is it helps your client think about getting you referrals. Double bonus. Now take that a step further. Now you know what they say. Happy with that? Happy telling people […] Continue reading
What Is Your Agenda In a Sales Meeting?
I’m trying really hard not to let this be a rant and to turn a bad experience into something positive. As you’ve guessed, I met with another sales rep today. I can tell you how long he’s lived in his house, his attitude on big box stores vs. “local” businesses (which is a whole other discussion and can be really interesting but I digress), he has a dog with a big tail, he needs glasses because his are broken, etc. If he knows how to pronounce my last name I’d be shocked. Let alone anything else. Give me a break! So what can we learn from him? Give yourself an agenda for any sales meeting you have with a prospect. What do you need to know about the person before you walk out of the meeting? At a minimum, know how to pronounce their name. […] Continue reading
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