Body Language, How is Yours

Body Language, How is Yours
The impact Body Language has on our communications

The scenario: You have an appointment with a major client. The potential need is there and the match is right for your product.

As you walk into to meet the client for the first time, you're not sure you really like or even trust this person. The conversation continues and for some reason you keep feeling something is not right. This client does not seem to be engaging with you, the trust issue is still coming back to you and the idea of the client lying or being other than forthright is on your mind.

The conversation ends with no real result; both parties seem to be cautious about proceeding.

What is happening here? What strange secret is at work that we do not understand?

The answer is Body Language, yes, some 70-80% of our communications is through Body Language, yet some 60% of Body Language is misread or misunderstood!

With so much at stake in our sales and leadership encounters how is your Body Language and what is it saying?

Here are some quick tips to keep in mind. ...MORE...

Closing Sales on Clients Fear of Risk

Overcoming Risk Aversion in SellingHelp clients move forward in the selling process
The deadline is approaching, your month is ending and the prospects that should be closing and going for it are not!

What is a salesperson to do! We done the discovery, asked the questions, provided the solution, yet we seem to get inaction from the client.
T
he issue might be RISK AVERSION and we may not have addressed it effectively. As a matter of fact we may have inadvertently reinforced our customers Risk Aversion, thus creating part of our challenge!

Here are some tools to help address this issue that everyone has when making choices and decisions. MORE

Pod Cast, Selling In Todays Market

Dr. Drew Stevens interviews Harlan Goerger on selling in todays market, take a listen. HERE:

Radio Interview

Dr. Drew Stevens interviews Harlan Goerger on selling in todays market, take a listen.

Michael, Farrah, Ed and Your Sales

Michael, Farrah, Ed and Your Sales
How polarizing makes sales

The passing of Michael Jackson seem to overshadow everything and several days later the buzz is still going. How can this event overshadow so many others?

I caught an early morning news program covering both Jackson and Fawcett and their passing. The interesting thing I noted was the amount of coverage for Jackson versus Fawcett. While both were famous stars and both had provided a great deal to the entertainment business, it was a 5:1 ratio in favor of Jackson!

While Farrah was ill and her death not unexpected, Jackson's was sudden and unexpected. But is that enough to cause the massive frenzy over Jackson? By the way, Ed Macman had passed only a couple of days before and had one day with a few news spots. Was Ed not as huge a figure in the media as both Michael and Farrah?

I have a theory as to why the skewed ratio and it can make a huge difference in your sales and influence efforts. ….MORE....

Migrating from a Product Sales Person to a Solution Sales Person

Migrating from a Product Sales Person to a Solution Sales Person
Presented by Harlan Goerger

What is the determining factor in who wins a sale? Is it price? No! Is it the product knowledge of the sales person? No! Prospects can learn product information easily enough on the web. They don't need a sales person for that.

Buyers expect sales people to formulate solutions to their problems, not push their wares. Yet, many sales people say they are solution sales people, but can only say the words. They still push product. Does this sound like you? If it does, you are probably not happy with your sales or your income. How do you change your approach, develop strong relationships with your clientele, and exponentially grow your income?

Harlan Goerger, international sales expert and author of "The Sales Gap," will teach you how do those three things. He teaches sales people how to make the change from the product pusher to the consultative, solution sales person. People buy from those they like and trust; and that's not the product pusher. Harlan helps you become the sales person from which prospects love to buy. You will leave this session being able to

Differentiate yourself from your competition using reverse engineering strategies
Create value with prospects so they only want to buy from you
Build relationship based on trust, not price
Compose questions for a powerful needs analysis discussion with your prospects

Enroll HERE: Date & Time:Wednesday, July 15, 200911:30 AM — 12:30 PMEASTERN TIME

Creating the Solution Mindset

Creating the Solution Mindset
Tuesday July 7th 2009 1:00 PM EASTERN

What is the determining factor in who wins a sale? Is it price? No! Is it the product knowledge of the sales person? No! Prospects can learn product information easily enough on the Web. They don't need a salesperson for that.Buyers expect salespeople to formulate solutions to their problems, not push their wares. Yet, many salespeople say they are solution salespeople,but can only say the words. They still push product.

Does this sound like you? If it does, you are probably not happy with your sales or your income. How do you change your approach, develop strong relationships with your clientele, and exponentially grow your income?

Harlan Goerger, international sales expert and author of "The Sales Gap," will teach you how do those three things. He teaches sales people how to make the change from the product pusher to the consultative, solution sales person. People buy from those they like and trust; that's not the product pusher. Harlan helps you become the salesperson from whom prospects love to buy.

You will leave this session being able to:
Differentiate yourself from your competition using reverse engineering strategies
Create value with prospects so they only want to buy from you
Build relationship based on trust, not price
Compose questions for a powerful needs analysis discussion with your prospects

Enroll HERE: