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
Monday, July 20, 2009
Wednesday, July 01, 2009
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....
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
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:
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:
Tuesday, June 09, 2009
Top Salespeople Avoid Commodity Selling
Top Salespeople Avoid Commodity Selling
How even TP can be elevated to a higher level.
Are we talking about Beans, Pork Bellies or Gold? How about Bread, Beans and Copy Paper?
The reality is most salespeople tend to turn a very unique product/service into a commodity in the buyers mind. As a result, the sale ends up being a price war and much harder work than it need be.
Now what is meant by "commoditizing" a product or service? ..MORE..
How even TP can be elevated to a higher level.
Are we talking about Beans, Pork Bellies or Gold? How about Bread, Beans and Copy Paper?
The reality is most salespeople tend to turn a very unique product/service into a commodity in the buyers mind. As a result, the sale ends up being a price war and much harder work than it need be.
Now what is meant by "commoditizing" a product or service? ..MORE..
Wednesday, May 20, 2009
New podcast is up
Great interview with Clayton Shold from www.Salesopedia.com . Lots of time management ideas, even swallowing frogs!
Saturday, May 02, 2009
Nominated for Top 10 Sales Articles
http://www.Top10SalesArticles.com just notified me that the article, Qualifying, What is it? is up for top 10 articles for April. Sure could use your help and vote to get to the top!
Wednesday, April 29, 2009
Five Keys to Controlling Time
Yep, its 11pm and your still working on the stuff you brought home. The kids are in bed and so is the spouse. By the way, the spouse is not happy about this either.
This is not an isolated situation, rather it is happening more often than not to more people. With company downsizing and the need for getting more from less the pressure is on. The forty-hour week now is stretched to 50-60-70 hours. If you’re an owner, you already know about the 60 hours, but 90 plus hour weeks!
The sad thing about all this is how it affects our quality of life, family and personal esteem. When these areas of life become negative, work performance is also declining!
So how do you stop this runaway train that consumes our time!
Here are five simple, yet challenging keys that can change your life!
This is not an isolated situation, rather it is happening more often than not to more people. With company downsizing and the need for getting more from less the pressure is on. The forty-hour week now is stretched to 50-60-70 hours. If you’re an owner, you already know about the 60 hours, but 90 plus hour weeks!
The sad thing about all this is how it affects our quality of life, family and personal esteem. When these areas of life become negative, work performance is also declining!
So how do you stop this runaway train that consumes our time!
Here are five simple, yet challenging keys that can change your life!
Monday, April 21, 2008
Living Without Leaders
Life without Leaders
Can groups function without leadership?
One of my connections on LinkedIn posed an interesting question that got me thinking.
Can a Leaderless Organization Succeed?
It really got everyone thinking about what Leadership really is. Whether you’re a manager, salesperson or employee this can have an impact on you and your future.
So what is this Leadership concept all about? What makes one person a leader and others a follower? Which are you and why? …MORE…
Can groups function without leadership?
One of my connections on LinkedIn posed an interesting question that got me thinking.
Can a Leaderless Organization Succeed?
It really got everyone thinking about what Leadership really is. Whether you’re a manager, salesperson or employee this can have an impact on you and your future.
So what is this Leadership concept all about? What makes one person a leader and others a follower? Which are you and why? …MORE…
Monday, April 14, 2008
The Power of “Liz”
The true influencer in our choices
I would like you to do something for me.
Take your left and right index finger and point them to your head. The area to point them at is just behind your ears on each side toward the top of the ear. Now if you push really really hard…. No, that might hurt and not be good for you.
But if you could push your fingers into your head, where the fingers meet is where “Liz” is.
Who or what is “Liz”? Only the greatest influencer in our lives…..MORE...
I would like you to do something for me.
Take your left and right index finger and point them to your head. The area to point them at is just behind your ears on each side toward the top of the ear. Now if you push really really hard…. No, that might hurt and not be good for you.
But if you could push your fingers into your head, where the fingers meet is where “Liz” is.
Who or what is “Liz”? Only the greatest influencer in our lives…..MORE...
Monday, April 07, 2008
Success's Worst Enemy
How success eludes many of us
I get an email promoting a new book. It’s by some kid that just turned 22 and has already started several new businesses and is worth several million!
Of course we wonder how can a kid in Grade School start a business and be worth a million before he graduates High School.
The judgment starts in, his parents helped him, he had a leg up some way, he started with a bunch of money and on and on. There just is no way a kid could do this! The reality is none of these are the case!
Cameron simply never let Success’s Worst Enemy get in the way!
Who or what is this worst enemy? ...MORE...
I get an email promoting a new book. It’s by some kid that just turned 22 and has already started several new businesses and is worth several million!
Of course we wonder how can a kid in Grade School start a business and be worth a million before he graduates High School.
The judgment starts in, his parents helped him, he had a leg up some way, he started with a bunch of money and on and on. There just is no way a kid could do this! The reality is none of these are the case!
Cameron simply never let Success’s Worst Enemy get in the way!
Who or what is this worst enemy? ...MORE...
Monday, March 31, 2008
The Hidden Communications Factor
The HIDDEN Communications Factor..
Its 3 in the afternoon, a fairly tough day for you and your next appointment shows up. A salesperson with a service you have been considering using enters your office. You note the strong smile and good posture of the well dressed representative. They engage you in a pleasant way, ask good questions that get you thinking and ask for the order.
You see the service as being a good candidate and fit for you, yet for some reason you feel uncomfortable with saying yes to this salesperson. The service is fine, the pricing is reasonable, yet NO is your answer.
A few days later you decide to go with a different service vendor that is a bit higher in cost. As you analyze your choices you find yourself feeling more comfortable with this company’s salesperson over the others you have met.
Is this decision about price? About quality? About value?
The studies show, most likely not! It is about the hidden language of communications! ...MORE..
Its 3 in the afternoon, a fairly tough day for you and your next appointment shows up. A salesperson with a service you have been considering using enters your office. You note the strong smile and good posture of the well dressed representative. They engage you in a pleasant way, ask good questions that get you thinking and ask for the order.
You see the service as being a good candidate and fit for you, yet for some reason you feel uncomfortable with saying yes to this salesperson. The service is fine, the pricing is reasonable, yet NO is your answer.
A few days later you decide to go with a different service vendor that is a bit higher in cost. As you analyze your choices you find yourself feeling more comfortable with this company’s salesperson over the others you have met.
Is this decision about price? About quality? About value?
The studies show, most likely not! It is about the hidden language of communications! ...MORE..
Tuesday, January 29, 2008
Persuading the Board
Persuading the Board
7 Points in persuasive group presentations
Brian is more than nervous, this is a big deal! Actually the biggest deal to date for the financial advisor. He paces and tries to think of what and how he should present his solution to the Board of Directors.
Now Brian has done public speaking and presentations before. He is calm and confident in front of a group and does some type of presentation almost weekly.
The challenge for Brian is how you persuade a group of wealth business people to put their millions in your care! Plus you have several competitors vying for the same business.
Now you may not be making this type of presentation, yet working with groups is something every professional could be and should be using. How do you make the most of the opportunity?
Here are 7 quick tips to keep in mind when preparing to persuade a group…MORE…..
7 Points in persuasive group presentations
Brian is more than nervous, this is a big deal! Actually the biggest deal to date for the financial advisor. He paces and tries to think of what and how he should present his solution to the Board of Directors.
Now Brian has done public speaking and presentations before. He is calm and confident in front of a group and does some type of presentation almost weekly.
The challenge for Brian is how you persuade a group of wealth business people to put their millions in your care! Plus you have several competitors vying for the same business.
Now you may not be making this type of presentation, yet working with groups is something every professional could be and should be using. How do you make the most of the opportunity?
Here are 7 quick tips to keep in mind when preparing to persuade a group…MORE…..
Monday, January 14, 2008
Amazing how this works
Amazing How This Works
Dealing with resistance gets results14 Jan 2008
As with anyone in sales, I’m making sales calls last week with mixed results. Of course getting someone on the phone is a barrier. The other is getting a positive response once you get that decision maker.
Finally, the business owner is on the phone and I have an opportunity! Then it happens, the resistance comes up and down the slippery slope, until…MORE..
Dealing with resistance gets results14 Jan 2008
As with anyone in sales, I’m making sales calls last week with mixed results. Of course getting someone on the phone is a barrier. The other is getting a positive response once you get that decision maker.
Finally, the business owner is on the phone and I have an opportunity! Then it happens, the resistance comes up and down the slippery slope, until…MORE..
Monday, December 17, 2007
The Few The Proud The Salesman
Salespeople, if you want change your may have to get this dramatic???
Monday, November 05, 2007
Leveraging Your Time
In school we learned about using a lever to move heavier objects. The longer the lever the less effort needed to accomplish a task larger than ourselves.
You’ve heard of “leveraging” your financial assets. Simply put, using the equity you have to buy more properties and increasing your net worth.
Recently I received a pod cast that talked about a trip to Bangkok, Thailand and how the business there defiantly leveraged themselves.
So how do you “leverage” yourself?
Read on, this just might surprise you and how you can adapt these ideas! …MORE…
You’ve heard of “leveraging” your financial assets. Simply put, using the equity you have to buy more properties and increasing your net worth.
Recently I received a pod cast that talked about a trip to Bangkok, Thailand and how the business there defiantly leveraged themselves.
So how do you “leverage” yourself?
Read on, this just might surprise you and how you can adapt these ideas! …MORE…
Persuaison Basics
Missed more often than you think29 Oct 2007
It’s Thursday and I’m meeting with a CEO of a wholesale company.
“Yes we have a very experienced sales crew, many of them with over 20 years of selling in the industry.” was John’s, the CEO, response.
“If that is so, why such a challenge in getting more market share?” I asked.
“Well, here is an example. I was traveling with one of the guys last week for a couple of days and had to physically kick him under the table to get him to stop!” John responded.
“Really! But he’s one of your experienced guys! He really should know better, shouldn’t he?” I exclaimed.
This you have to follow up on, it just goes to show that experience does not mean competence! Read the rest of the article to get the whole story! Hope you don’t have one of these…MORE…….
It’s Thursday and I’m meeting with a CEO of a wholesale company.
“Yes we have a very experienced sales crew, many of them with over 20 years of selling in the industry.” was John’s, the CEO, response.
“If that is so, why such a challenge in getting more market share?” I asked.
“Well, here is an example. I was traveling with one of the guys last week for a couple of days and had to physically kick him under the table to get him to stop!” John responded.
“Really! But he’s one of your experienced guys! He really should know better, shouldn’t he?” I exclaimed.
This you have to follow up on, it just goes to show that experience does not mean competence! Read the rest of the article to get the whole story! Hope you don’t have one of these…MORE…….
Attitudes and Actions
I’m walking though the grocery store on a quick errand, my mind is on my own problems and some issues that have popped up. Focused on my task and own issues, I’m unaware of my mood and demeanor.
As I’m standing at the checkout, I note how the clerk is not real happy looking and customers are not engaging her.
That’s when I become aware of my own demeanor and realize I might be sending worse signals than she is!
Ever have one of those days where it’s a struggle to keep you attitude up or at least even?
Here is what we can do to change that..MORE...
As I’m standing at the checkout, I note how the clerk is not real happy looking and customers are not engaging her.
That’s when I become aware of my own demeanor and realize I might be sending worse signals than she is!
Ever have one of those days where it’s a struggle to keep you attitude up or at least even?
Here is what we can do to change that..MORE...
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