Setting the Stage for a Successful Sales Call
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 […]
Influencers from Around the World – The Power of Influential Questions
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 […]
“Improv” Your Sales with Improv Comedy
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 […]
The Psychology of the Sales Cycle – Referrals
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 […]
The Psychology of the Sales Cycle – Closing
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 […]
