Acknowledging the Gorilla

With the new book, Bypassing No in Business being released in a few weeks, I thought a taste would be good gift to you. Here is one chapter from the book!

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“All problems become smaller if you don’t dodge them but confront them. Touch a thistle timidly, and it pricks you; grasp it boldly and its spines crumble.”
William S. Halsey, US Admiral, Pacific, WWII

Carol just took over an existing account, but things have not been going well with the client. Many issues in the past are not addressed and are festering.

She makes an appointment with the main buyer and asks if their boss can attend as well as some others involved in the services provided.

The Meeting:

Tuesday AM, Carol meets Jim the main contact, and they walk to the meeting room where three other people join them.

“This is Carol with BBB and she is here to discuss the services they have been providing.” Is Jim’s introduction.

Carol notes some facial changes to a neutral rather than smile in two of the people and Tony crosses his arms and frowns a bit. She realizes there may be more here than she first thought.

MORE....

Body Language Webinar

How to Read Customers Hidden Body Language Messages to Close Sales
What your body says is more important than what you say

Presented by Harlan Goerger

"What happened Joe, we had that sale, what did we miss!" Yes, our bodies say far more than our words, yet salespeople misread some 60% or more of customer's body language. They miss both positive and negative cues and lose sales because of it! Is that customer lying, saying one thing and thinking another? Not knowing is costing hundreds of salespeople and you the sale everyday! Harlan Goerger has studied the art of body language with such internationally known masters as Dr. Kevin Hogan and Vince Harris. The author of "The Selling Gap, Selling Strategies for the 21st Century," Harlan brings you insight and practical application of proven research in the body language area. You will be in charge with insights gained in this webinar. Stop wondering what happened... or guessing what is said, put yourself in control by reading the truth through body language and close more sales! Participants will learn the following skills: 1: How to read the most important aspect of body language 2: How to understand the cause of body language and how to control your own 3: How to read a room, the people and control the sale 4: How to deal with negative body language or lying and turn it into sales 5: How to have people like and trust you now! All registrants also receive a Pdf copy of "The Selling Gap."

Can't make it to the webinar? As a paid registrant, you receive the flash recording of the webinar even if you are unable to attend.

Suggested Attendees: Salespeople, sales managers, business owners

Do This and Lose Sales

Do This and Lose Sales
Focus on products loses sales, solutions make sales

The North Country is dumped on, 17 inches worth of the white cold stuff. Procrastination has hit, those slick road-hugging sports tires still on the car prove to be highly useless in the slick and hard packed snow.

Monday morning, the first priority is to have the car be mobile and a set of snow-oriented tires becomes necessary.

Four phone calls are made to local tire suppliers with one getting the sale. The thing is each one of them had the opportunity and three blew it!

Yes, this does apply to all sales and you could be avoiding this error as well! Are you?

Here are the details of a great sales lesson for all of us. ...MORE...

Making your 2010 Goals Work

Overcoming the Avoidance Motivators

In the last article, the reason most goals do not work was uncovered. (Why We Can't Change)

This article will give you specific steps to overcome those barriers and accomplish more in 2010!
Interested? Read on…MORE....

Why Can't We Change

Comfort Keeps Us From Success

It's November and soon Christmas, a New Year and everyone will be talking about resolutions, goals and how 2010 will be even better than ever.

All we have to do is set our specific goals, have a plan and execute!

Wait a minute! That is what was done last year and the year before!

My income is the same, my weight has gone up and I am more frustrated than ever! What is wrong here? Why no progress? I'm doing exactly what the Gurus tell me, and in detail.
Well, there is nothing wrong with the goal setting; it does work as long as the biggest barrier to success is not in the way!

Let's take a look at this "barrier" to success and how we might permanently overcome it…MORE..

Relationship Selling, So What Is A Relationship

It seems that anywhere I turn there is a conversation, blog, discussion or new book on Relationship Selling. You may also be seeing and hearing the banter.

I have no problem with the idea of "Relationship Selling", my only question is.

"What is this relationship?" can it be described or is it just another catch phrase to sell product and talk smart.

My belief is it can be defined, but many salespeople and managers may be avoiding the accountability that goes along with a clear definition. After all, a bit of gray area, some foggy ideas and generalized thinking can keep most inquisitive minds at bay.

Here are the key points I feel make up a strong sales relationship…MORE...

Walking on Thin Ice, is Your Career Secure

The definition of security and thin ice

Earlier this morning I commented on a debating blog about true security. By the time I was done with my rant the realization was, here is an article with some punch.

Does life limit us? Do we limit us? Does positive or negative thinking limit us? Do others limit us?

When you think of security, be it financial, physical, emotional or other, what comes to mind?

What causes you to feel secure?

My take is __ (More)

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...