Author Archive

How Sales Pros Can Change Their Mindset

June 15th, 2010

What happens the first time you try a new selling or management technique? It’s usually uncomfortable and doesn’t go as smoothly as it did in the class/coaching session or how you imagined it would go. Often you come away feeling bad. There are physiological reasons for this discomfort and awkwardness.

When you see or hear something new, your brain goes through a conscious process of evaluating whether that new behavior has any potential payoff, and you form an expectation of what might happen next. It’s the “self talk” we all do to weigh the pros and cons, and then comment (to ourselves) on how the new idea is like, or not like, something we already know about(whether good or bad). Most of this happens in the unconscious part of our mind. (more…)

A Simple Trust-Building System That Works Every Time

June 10th, 2010

The other day, people in the training center were discussing how they go about building trust. The group shared lots of ideas, and every idea they shared would probably do the trick. When all was said and done, we had a list of about twenty things people could do to build trust. (more…)

Why Do People Buy From You?

June 7th, 2010

How would you answer this question: Why does someone or a firm engage you or decide to buy from you? Take a moment and write down the reasons you think people buy.

From what I have seen in most professional schools, people compete to have the best grades, the most outstanding ideas and the most highly thought of papers. I have noticed that students who do well often get the most attention from teachers.

I wonder how many professionals believe that people buy because they think the company they are dealing with is the sharpest, the best or the smartest. I have seen brochures telling about all the features and benefits a company provides, the achievements of their partners, the creative products and services, and the number of firms or clients they have served. (more…)

In Sales, Winners Keep Score

June 2nd, 2010

Last week, my clients and I were talking about how to respond to adversity. If you made it through that message and you still have your head up high and your eyes forward, you might be asking the question: “What do I do now?” When we say something like: “There are people who say there is a recession, I decided not to participate,” we are not being cute and we are not putting our head in the sand.

What we are saying is that there are changes in the marketplace, so we will make changes in our behaviors that will lead to the accomplishment of our goals. Some people believe the appropriate response to the changes we are seeing or hearing in the marketplace–which others have called a recession–is to stand back and wait until the dust settles. Even though there are people who choose this route, you can respond instead in ways that might increase the probability that you will accomplish your goals. (more…)