We all know the path to a sale is lined with effective questions. Most salespeople have a series of great, thought-provoking questions for their prospects, but deliver them in an off-putting way. Buyers recoil when you go too deep, too fast.
Effective communication extends well beyond the spoken word and how it's interpreted. Learning how to recognize nonverbal signals—in both yourself and in others—can mean the difference between winning and losing a sale. This week on the Heart and Sell Podcast Series, Shari Levitin, author of Heart and Sell: 10 Universal Truths Every Salesperson Needs to Know, invites you to learn from Linda Clemons, CEO of Sisterpreneur® Inc., and award-winning sales producer.
It’s not often that someone who is dying counts their blessings. With only six months left to live, neuroscientist and author, Oliver Sacks did just that. Sacks, diagnosed with terminal cancer, wrote a series of inspiring essays just before he died titled Gratitude.
When you focus solely on the positive virtues of your product, you cease to be a reliable resource. One of the biggest complaints of customers today is that salespeople make the product sound “too good to be true.”
One of the most important jobs of a salesperson is to manage the emotional state of the client. If the prospect seems scared, tell a story or ask a question that will help them relive a positive memory. If your prospect is bored, speed things up simplify, or use phrases that better align with their values and concerns. Be respectful, yet assertive. Think less about what you want to say and more about how you want the prospect to feel.
Your prospect loves it and tells you you’re terrific. Furthermore, this is the exact product they’re looking for. Then out of nowhere they tell you the dreaded, “I need to think about it, we’ll get back to you, “or “I need to run it by so and so” .
Many salespeople think “If it’s just cheap enough, they’ll buy it.” I’ve got news for you: if you make anything cheap enough, someone will buy it.
At some point, we’ve all let our emotions get the best of us, but how do we prevent our emotions from running our sales presentations and sabotaging our success? In this never before heard podcast, Shari Levitin, author of Heart and Sell: 10 Universal Truths Every Salesperson Needs to Know, interviews president and founder of SalesLeadership, Inc. and creator of Ei Selling System®, Colleen Stanley about her breakthrough book, Emotional Intelligence for Sales Success, and why our emotions—and how we manage them—play a pivotal role in both our work and personal lives. In this podcast, you’ll learn: Why accurately identifying…
I’ve heard it a thousand times. Freaked-out salespeople claim that increased product options coupled with competition from the Internet are costing them sales. “They can buy it cheaper on the Internet,” they complain. My response? “So what?” Since when do you only shop for the cheapest option? Do you only eat at Burger King? Or will you pay a little extra for Kobe Beef and a fresh shrimp cocktail every now and again? How? #1 - Make a list of intangible benefits you can offer. On the Internet, people often can’t get – and will pay extra for – a…