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The TACTIC: You don't have to like cold calls, you only have to make them.  Prospecting is a daily activity like breathing—If you don’t breathe, you die.

The TACTIC: When a prospect is negative, strip line hard!  Negative prospects have been created by salespeople who don’t know how to handle prospect pain.

The TACTIC: Get up to leave, then make the sale.  “Leaving” the prospect makes the prospect want to come to a decision.

In his book Blink, author Malcolm Gladwell contends that people make their best and most accurate decisions in the first two seconds of facing a situation—in other words, in the blink of an eye. It seems inherently suspect, though, this notion that people can make correct decisions quickly. Is it? You were probably taught from an early age that haste makes waste; don’t judge a book by its cover; and look before you leap.

The TACTIC: Deal with "buyer's remorse" while you're still in front of your prospect. Dealing with buyer’s remorse before you make the sale will result in a customer who will be happy to buy more products and services from you.

There’s a wise saying popularly attributed to baseball legend Yogi Berra: “If you don’t know where you’re going, you’ll end up someplace else.” Here’s how I unpack that wisdom: We have to know what our goals are, and we also have to know the specific behaviors that support those goals… otherwise, we may end up supporting someone else’s plan, rather than our own. With that sobering thought in mind, consider this list of five behaviors that are essential the achievement of any worthwhile personal goal.

The TACTIC: Your client is my prospect.  Customers do not pledge undying loyalty to you. Either you sell your customers every day or watch them walk away, because every day someone else is wooing them.

The TACTIC: What would you like me to do now? The goal of every salesperson should be to place the responsibility of closing the sale on the prospect.

The TACTIC: Only give a presentation to confirm an order.  Unless you establish a contract up-front, the prospect has no reason to buy from you, regardless of your price, your quality or any other reason. And if the prospect does buy anyway, you were just lucky.