applied know how
What separates the best salespeople from the also-rans?
There are lots of things. It might be their confidence and ability to put clients at ease. It might be their knowledge. It might be their empathy.
Or it might be none of the above. Often, all that divides the best from the rest is persistence—the desire to make one more call, type one more email, or send one more connection request.… Read more
What is the real answer to the Wolf of Wall Street challenge: Sell me this pen?
Anyone who’s seen Martin Scorsese’s The Wolf of Wall Street knows the scene. In the last few moments of the film, Leonardo DiCaprio, portraying Jordan Belfort asks a room full of salesmen at a seminar to sell him a pen. DiCaprio hands a pen to one salesman, who begins describing it: “It’s an amazing pen…” Not satisfied, Mr.… Read more
I have started thinking about cold calling, again, in my various new roles.
My very first job was cold calling professionals to try a build a new business competing against strong incumbents.
We had a great strategy, and great products– but I just didn’t have the ability to meet decision makers. I find the team I work with now have the same problem now- they can’t get past the gatekeeper through to the decision maker, they fail to get past the personal assistant, or the secretary, the dreaded gatekeeper.… Read more
You’ve just met a new business contact, and you’re sitting across from them in a social or a work setting. You know that the most effective means of connection is to understand their behaviour and communication preferences and flex your own preferences to engage with them on their terms.
So I get out my short DISC test and ask them to quickly complete the test, as it only takes 7 minutes, I can then go to the toilet and then plot their responses so I know their DISC preferences and flex my style- RIGHT?… Read more
When I spoke with Raymond, he was confused. “I thought he was ready to commit to the order” he said, “but when I presented the final promotional contract, he said he was still considering another offer”.
Raymond and his buyer obviously weren’t aligned in their separate perceptions of where they were in the buyer-seller journey.
Most of the reasons sales fall through is that the sellers perceptions and a buyers willingness to commit are misaligned.… Read more