Learn to speak the language of trust in selling. I was driving along our Malaysian highway when this advertisement caught my attention. Translated, it means “suck this and you will immediately become beautiful.” Personally I find this claim rather “amazing” and unbelievable. If the purpose of advertisement is to grab the audience attention this particular…
DetailsTwo weeks ago i received a short message from my car manufacturer which told me to have certain parts of my car replaced because of manufacturing defects. Needless to say i was concerned because of the safety implications. In the message there was also a toll free number that i could contact for more information…
DetailsEveryone who works in sales will run into sales objections. From retail employees on the sales floor to sales executives, people at every level of the business need to learn how to overcome sales objections. Investing time to understand why these objections exist will not only help you gain the right perspective, it will allow…
Details“The consumer isn’t a moron; she is your wife. You insult her intelligence if you assume that a mere slogan and a few vapid adjectives will persuade her to buy anything. She wants all the information you can give her.” by David MacKenzie Ogilvy David Mackenzie Ogilvy, the founder of Ogilvy & Mather hit the nail on…
DetailsThe Key To Great Presentations Is NOT A Good Electronic Slide Show. Whatever you call it- a pitch, talk, sales presentation, lunch meeting- the scenario is the same. You have somewhere between 15 minutes and an hour to deliver your message to a live audience and to market your company, your product and inevitably yourself.…
Details“I am going to challenge Bill Gates…” said Facebook CEO Mark Zuckerberg “I am going to challenge Elon Musk…” said Microsoft founder Bill Gates Unless you are not connected to the internet or you don’t watch TV, you’re probably familiar with the Ice Bucket Challenge. If someone nominates you to take the challenge, you’re supposed…
Details“Our standard price is $200…” Whenever we play card games, we never reveal our cards to our opponent and at the same time we will try to ‘read’ our opponents cards. By abiding to these two simple rules we increase our chance of winning the game. Similarly in selling our products, there are two things…
Details“I don’t care about those differences. Price is the only thing that I care about. If you want me to buy from you, you are going to have to cut your price!” Is Reducing Price the Answer? Customers just don’t say “Wonderful, yes I am ready to pay you that kind of money.” Rather what…
Details“Look I can get the same thing from somebody else for LESS money!” Is Reducing Price The Answer? How successful are your salespeople in handling pricing issues? and do customers and businesses really buy products and services based solely on price? It is true that a few people and businesses do buy based on price,…
DetailsRecently in one of my coaching sessions, one of my clients was ranting and raving about how difficult it was to hit her sales target. When I asked her how many new prospects she was calling upon recently, she just looked up and asked “what do you mean by new prospects?” I was surprised that…
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