Have you ever been interrupted at home by an unexpected salesperson ringing your doorbell? You know the type—the kind who shows up unannounced and launches into a pitch before you’ve had a chance to blink. If you’re like most people, it’s not your favorite experience. So, here’s the real question: Why do salespeople do this […]
I met Dan Norris in August 2004 when I attended the Principles of Persuasion Workshop®. Dan was the workshop facilitator and did a terrific job. He’s been a Cialdini Method Certified Trainer, one of less than two-dozen worldwide, for 15 years. In addition to being a CMCT®Dan has been the Director of Training for HOLT […]
For Jane’s 50th birthday, her big surprise gift was an eight-week workshop on Improv comedy for the two of us. Believe me, she was surprised! I thought it would be a great to experience it together, that we’d meet interesting people, and that we’d laugh a lot. Mission accomplished on all fronts! The course concluded with a show […]
For the most part salespeople don’t have a great reputation. This is so because many people feel they’ll be pressured into buying something they don’t want or need by someone who is manipulating them. I teach sales and don’t always like dealing with salespeople because most of the time they don’t add value to the transaction. If someone can […]
I remember when I was young and single I would go out with friends and see pretty girls, but rarely had the gumption to go up and talk to them. The reason was fear of rejection. Nobody likes that feeling so we do what we can to avoid that possible self-inflicted wound. In the same way I was […]
The April “Influencers from Around the World” post comes to us from Seoul, South Korea, thanks to my good friend Hoh Kim. Hoh and I earned our Cialdini Method Certified Trainer® designations together in 2008. Hoh is an incredibly intelligent individual and an expert when it comes to ethical influence. I encourage you to check out […]
If you’re like the vast majority of people, when you make a purchase you want to believe you got a good, or great, deal. What’s your definition of a good deal? The deal is really the value you get from the transaction and when I talk about value I use the following equation: V = WIG/P which translates […]
“Let me think about it” and “Your price is too high” are two phrases salespeople dread. They’re perhaps the most often cited objections put out by prospects during the sales cycle. As I noted in closing last week, it’s not often a sale is made without resistance. Objections might come after your presentation or they could be peppered throughout. […]
You’ve made it through your first meeting and perhaps subsequent meetings with the prospect. These meetings were designed for you to build rapport, learn what the prospect needs and what it will take to land his/her business. Now comes the big day; your opportunity to present. Just for clarification; I use the term “present” when you’re sharing intangibles such […]
You made it through the first meeting with the prospect, rapport was established and he/she liked you enough to allow you to come back and continue the sales process. And you enjoyed the prospect enough to want to pursue the business. Now it’s time to determine if you can do business with the prospect. By that I mean, after […]
654 Berkeley Place North
Westerville, OH 43081
614.313.1663
