This law is both useful and serves as a warning. It is most powerful when you’re creating relationships with the mistrustful. While they may eye your approach with distrust, read on to learn the strategy to win them over. Conversely, beware the enemy who comes bearing gifts. Think once, think twice and then, think again. […]
Disarm With Honesty: Why Selective Transparency Builds Trust Fast Read More »
This law is not about “making” people depend on you. It’s about being so indispensable in what you do, who you are being and in what you offer, that they see you as the only choice to help them. In doing so, you can avoid the fate of the condottiere or Italian mercenary soldier in
Become Indispensable: How Sales Pros Make Themselves Impossible to Replace Read More »
“You are the average of the five people you spend the most time with,” is a famous motivational quote by Jim Rohn. Who you associate with, whether in your personal and/or professional life has an impact on you and your results. Consider when you’re at an event and everyone is happy, truly enjoying the scene. Contrast
Protect Your Mindset: Why Successful Sales Pros Avoid Negative Influences Read More »
Have you heard the statement, “show me, don’t tell me?” Certainly as a sales professional, your customers have a need for proof of concept. A common theme: “How do I know this will work for me and my business?” You may show them and find that they still require proof. Instead of arguing your point,
Let Your Results Do the Talking: Why Winning Sales Pros Don’t Argue Read More »
This law is not unknown to most sales professionals. It is usually the foundation of your marketing strategy, right? However, there are “smart” approaches that give this law real power in your success. This “smart” approach, used by few, creates an opportunity for the sales professional who “gets” it and uses it. Pay attention to
Make Buyers Come to You: The Art of Attraction in Sales Read More »
This Law may sound like a harsh approach to take. However, its true message is more about learning from the ventures and missteps of others, to create your own success. At all costs, however, you do not reveal this strategy to anyone as they would be happy to co-opt it and take their own credit
Why the Best Sales Pros Build Results Through People, Not Effort Alone Read More »
We know the value of attention as sales professionals. When you can be seen as the best solution, you serve your customers best. Yet, how do you ensure they’re “aware” of what you offer? Showing up and standing out is critical so that you’re seen as the provider of choice. Therefore, do not shrink or
If You’re Not Being Noticed, You’re Not Being Chosen Read More »
In a former life, I worked for Big Blue – aka IBM. To say your reputation precedes you is an understatement, when meeting with customers. There was an “expectation” of professionalism that rivaled every competitor. Today, customers have different expectations of those who want to sell/offer solutions to their business challenges. It is far less
Your Reputation Is Your Revenue: Protect It at All Costs Read More »
During World War II, the prevailing them for troops was “loose lips sink ships.” This reminder was designed to keep the enemy from knowing their movements and important plans. In like fashion, being to eager to share all the bells and whistles of your product or service, early in the sales process, can sink a
What You Don’t Say Can Be Your Strongest Sales Tool Read More »
Putting ALL of your cards on the table is a noble approach as a sales professional, right? In fact, you might use this approach to build integrity and trust with your customers. However, there are places in your life and career where concealing your intentions will serve the greater good. Let this next story spark
Strong Sales Professionals Don’t Rush the Reveal Read More »
