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How to Close Coaching Clients in Free Sessions
Published on 2012-02-12 23:09:32
Like many coaches, I use free coaching sessions to sell my sales coaching services. I like the odds. For every hour invested in a free coaching session, I get a return of thousands of dollars. My conversion rate is approximately 2 out of every 3 sessions. That is, for every three hours invested, I get [...]
How Soft Selling Is Not Intuitive
Published on 2012-01-26 22:11:32
In an odd twist on what you might expect, it seems that really great selling is not very intuitive. On the other hand, average or poor selling–the pushy kind that makes both the salesperson and the prospect feel awkward–seems to be natural and intuitive. Here’s what I mean. When someone has a need, we intuitively [...]
2 Misconceptions About Using a Consultative Approach to Selling
Published on 2011-12-21 09:54:51
Here are two common misconceptions about using a consultative approach when selling: 1. People think it means not using selling skills or that they won’t have to sell. 2. People think consulting means educating. Not Selling? A sales conversation is just that. It’s not a cocktail party conversation about the weather or the latest political [...]
Overcoming Objections When You Don’t Have All the Answers
Published on 2011-12-04 10:34:27
I attended a training today on “How to Handle Objections” by the president of a major real estate franchise. The delivery was informal. He just asked us to toss him typical objections to see how he would handle them. By anyone’s account, he is an outstanding salesperson, able to smoothly handle objections and further the [...]
What Is “Consultative Selling?”
Published on 2011-11-26 10:59:16
Seems like I’ve talked about this question forever. First of all, I try not to use the term ‘consultative selling’ because it’s copywrited (copywrit? copywritten?) by Mack Hanan…who thankfully doesn’t go after innocent infringement. However, the concept of taking a consultative approach to selling isn’t copywrited. And since there are many ways to do consulting [...]
The Single Best Thing to Say When Selling
Published on 2011-04-27 10:52:49
People may not be hearing your sales messages the way you think they are. Have you ever created a marketing message that you thought RANG THE BELL, but no one heard it? That’s because you’re imagining what it would be like to be the peopl
The Single Best Thing to Say When Selling
Published on 2011-04-27 10:52:49
People may not be hearing your sales messages the way you think they are. Have you ever created a marketing message that you thought RANG THE BELL, but no one heard it? That’s because you’re imagining what it would be like to be the people in your market…but you see them through your own perspective. [...]
The Single Best Thing to Say When Selling
Published on 2011-04-27 10:52:49
People may not be hearing your sales messages the way you think they are. Have you ever created a marketing message that you thought RANG THE BELL, but no one heard it? That’s because you’re imagining what it would be like to be the peopl
How to Sell a Service: 3 Common Sales Appointment Mistakes
Published on 2011-04-18 12:08:44
I went to lunch with a NuSkin rep recently. I love hearing network marketing (MLM) sales pitches because they are the perfect place to explore sales techniques. If you’re in network marketing yourself, I highly recommend listening to other mark
How to Sell a Service: 3 Common Sales Appointment Mistakes
Published on 2011-04-18 12:08:44
I went to lunch with a NuSkin rep recently. I love hearing network marketing (MLM) sales pitches because they are the perfect place to explore sales techniques. If you’re in network marketing yourself, I highly recommend listening to other marketers sell to you. The same is true for coaches, real estate agents, and financial planners. [...]
How to Sell a Service: 3 Common Sales Appointment Mistakes
Published on 2011-04-18 12:08:44
I went to lunch with a NuSkin rep recently. I love hearing network marketing (MLM) sales pitches because they are the perfect place to explore sales techniques. If you’re in network marketing yourself, I highly recommend listening to other mark
Coaches – How Do You Handle Selling in Your Free Coaching Sessions?
Published on 2011-04-14 12:09:52
Are you selling your coaching services through a “free consultation” model? If so, then you know it’s challenging to transition from one role to the other in that call. On the one hand you’re a coach, and you want them to valu
Coaches – How Do You Handle Selling in Your Free Coaching Sessions?
Published on 2011-04-14 12:09:52
Are you selling your coaching services through a “free consultation” model? If so, then you know it’s challenging to transition from one role to the other in that call. On the one hand you’re a coach, and you want them to value you deeply and be motivated to work with you. On the other hand, [...]
Coaches – How Do You Handle Selling in Your Free Coaching Sessions?
Published on 2011-04-14 12:09:52
Are you selling your coaching services through a “free consultation” model? If so, then you know it’s challenging to transition from one role to the other in that call. On the one hand you’re a coach, and you want them to valu
Goal Magnification … a Step Towards Conquering the Prospecting Monkey
Published on 2011-04-10 14:27:10
If you recognize that you’re resisting prospecting…making excuses, screwing up opportunities, getting cold feet, quitting early, looking for instant prospect schemes, etc…then you know the pain of lost income and lost dreams. Do you
Goal Magnification … a Step Towards Conquering the Prospecting Monkey
Published on 2011-04-10 14:27:10
If you recognize that you’re resisting prospecting…making excuses, screwing up opportunities, getting cold feet, quitting early, looking for instant prospect schemes, etc…then you know the pain of lost income and lost dreams. Do you want to do something about it? If so, then you should know that there are only a few ways to deal [...]
Goal Magnification … a Step Towards Conquering the Prospecting Monkey
Published on 2011-04-10 14:27:10
If you recognize that you’re resisting prospecting…making excuses, screwing up opportunities, getting cold feet, quitting early, looking for instant prospect schemes, etc…then you know the pain of lost income and lost dreams. Do you
Overcoming Objections When You Don’t Have All the Answers
Published on 2011-04-04 11:34:27
I attended a training today on “How to Handle Objections” by the president of a major real estate franchise. The delivery was informal. He just asked us to toss him typical objections to see how he would handle them. By anyone’s acc
Overcoming Objections When You Don’t Have All the Answers
Published on 2011-04-04 11:34:27
I attended a training today on “How to Handle Objections” by the president of a major real estate franchise. The delivery was informal. He just asked us to toss him typical objections to see how he would handle them. By anyone’s acc
Using High-Influence Sales Questions
Published on 2011-03-24 11:50:26
The Best Questions are High-Influence There are many kinds of questions you can ask when selling. But the one kind that’s most powerful is also the one least used — and perhaps least understood. It’s the Openhanded Question. Openhan
Using High-Influence Sales Questions
Published on 2011-03-24 11:50:26
The Best Questions are High-Influence There are many kinds of questions you can ask when selling. But the one kind that’s most powerful is also the one least used — and perhaps least understood. It’s the Openhanded Question. Openhanded Questions are not the same as open-ended questions. Openhanded Questions are structurally open-ended, but they are [...]
Using High-Influence Sales Questions
Published on 2011-03-24 11:50:26
The Best Questions are High-Influence There are many kinds of questions you can ask when selling. But the one kind that’s most powerful is also the one least used — and perhaps least understood. It’s the Openhanded Question. Openhan
Great Sales Questions
Published on 2011-03-08 17:05:04
I’m very excited about this…my very smart friend Judy Rees and I have collaborated on a project to combine her work in Intelligent Influence with my work in Consultative Sales. Judy’s work (xraylistening.com) teaches us how influenc
Great Sales Questions
Published on 2011-03-08 17:05:04
I’m very excited about this…my very smart friend Judy Rees and I have collaborated on a project to combine her work in Intelligent Influence with my work in Consultative Sales. Judy’s work (xraylistening.com) teaches us how influenc
Great Sales Questions
Published on 2011-03-08 17:05:04
I’m very excited about this…my very smart friend Judy Rees and I have collaborated on a project to combine her work in Intelligent Influence with my work in Consultative Sales. Judy’s work (xraylistening.com) teaches us how influenc
Great Sales Quotations
Published on 2011-03-04 10:07:09
The other day I was looking for a great selling quote to use in an article. I came up with so many that I thought I’d share a list of my favorites: “Quit looking for the people you’re looking for and start looking for the people that are lo
Great Sales Quotations
Published on 2011-03-04 10:07:09
The other day I was looking for a great selling quote to use in an article. I came up with so many that I thought I’d share a list of my favorites: “Quit looking for the people you’re looking for and start looking for the people that are lo
Great Sales Quotations
Published on 2011-03-04 10:07:09
The other day I was looking for a great selling quote to use in an article. I came up with so many that I thought I’d share a list of my favorites: “Quit looking for the people you’re looking for and start looking for the people that are lo
2 Misconceptions About Using a Consultative Approach to Selling
Published on 2011-02-25 09:54:51
Here are two common misconceptions about using a consultative approach when selling: 1. People think it means not using selling skills or that they won’t have to sell. 2. People think consulting means educating. Not Selling? A sales conversatio
2 Misconceptions About Using a Consultative Approach to Selling
Published on 2011-02-25 09:54:51
Here are two common misconceptions about using a consultative approach when selling: 1. People think it means not using selling skills or that they won’t have to sell. 2. People think consulting means educating. Not Selling? A sales conversatio
2 Misconceptions About Using a Consultative Approach to Selling
Published on 2011-02-25 09:54:51
Here are two common misconceptions about using a consultative approach when selling: 1. People think it means not using selling skills or that they won’t have to sell. 2. People think consulting means educating. Not Selling? A sales conversatio
Conquering the Prospecting Monkey
Published on 2011-02-14 12:17:38
If you suffer from the malady called Prospecting Reluctance, it might comfort you to know that you’re so not alone. It’s estimated that a whopping 92% of people who try selling, either as an entrepreneur or a hired sales rep, fail to reac
Conquering the Prospecting Monkey
Published on 2011-02-14 12:17:38
If you suffer from the malady called Prospecting Reluctance, it might comfort you to know that you’re so not alone. It’s estimated that a whopping 92% of people who try selling, either as an entrepreneur or a hired sales rep, fail to reac
Conquering the Prospecting Monkey
Published on 2011-02-14 12:17:38
If you suffer from the malady called Prospecting Reluctance, it might comfort you to know that you’re so not alone. It’s estimated that a whopping 92% of people who try selling, either as an entrepreneur or a hired sales rep, fail to reac
What Is “Consultative Selling?”
Published on 2011-01-26 10:59:16
Seems like I’ve talked about this question forever. First of all, I try not to use the term ‘consultative selling’ because it’s copywrited (copywrit? copywritten?) by Mack Hanan…who thankfully doesn’t go after inno
What Is “Consultative Selling?”
Published on 2011-01-26 10:59:16
Seems like I’ve talked about this question forever. First of all, I try not to use the term ‘consultative selling’ because it’s copywrited (copywrit? copywritten?) by Mack Hanan…who thankfully doesn’t go after inno
What’s the Difference Between Consulting and Consultative Selling?
Published on 2011-01-10 10:42:18
I asked a question the other day on LinkedIn.com under the category of small business development. The question was…“How do you close a consultative sales conversation?” I was looking for an exchange of ideas about sales skills. Une
What’s the Difference Between Consulting and Consultative Selling?
Published on 2011-01-10 10:42:18
I asked a question the other day on LinkedIn.com under the category of small business development. The question was…“How do you close a consultative sales conversation?” I was looking for an exchange of ideas about sales skills. Une
What To Look for in “Soft Selling Skills” Training
Published on 2010-12-28 19:02:31
A year ago I searched the internet for “soft selling” and came up with a relative handful of citations (a few hundred thousand). Today I Googled “soft selling” and came up with over 11 million hits. In a case of “the 100
What To Look for in “Soft Selling Skills” Training
Published on 2010-12-28 19:02:31
A year ago I searched the internet for “soft selling” and came up with a relative handful of citations (a few hundred thousand). Today I Googled “soft selling” and came up with over 11 million hits. In a case of “the 100
Great Selling Is Not Intuitive
Published on 2010-12-26 22:11:32
In an odd twist on what you might expect, it seems that really great selling is not very intuitive. On the other hand, average or poor selling–the pushy kind that makes both the salesperson and the prospect feel awkward–seems to be natura
Great Selling Is Not Intuitive
Published on 2010-12-26 22:11:32
In an odd twist on what you might expect, it seems that really great selling is not very intuitive. On the other hand, average or poor selling–the pushy kind that makes both the salesperson and the prospect feel awkward–seems to be natura
Network Prospecting for Realtors
Published on 2010-12-18 11:09:26
To succeed in real estate sales these days….when you have to be more than an order-taker….you have to build a large following. Potatoes Pay Off Building a large following requires planting seeds and nurturing them long before harvest. I&#
Network Prospecting for Realtors
Published on 2010-12-18 11:09:26
To succeed in real estate sales these days….when you have to be more than an order-taker….you have to build a large following. Potatoes Pay Off Building a large following requires planting seeds and nurturing them long before harvest. I&#
Strategies for Curing Prospecting Reluctance
Published on 2010-12-14 18:15:47
Here are the steps and skills that I’ve found most useful in helping my clients overcome prospecting reluctance. A person going through each of these steps does tend to improve their prospecting performance…some dramatically. If you suffe
Strategies for Curing Prospecting Reluctance
Published on 2010-12-14 18:15:47
Here are the steps and skills that I’ve found most useful in helping my clients overcome prospecting reluctance. A person going through each of these steps does tend to improve their prospecting performance…some dramatically. If you suffe
Conquering the Prospecting Monkey
Published on 2010-12-14 18:15:47
Here are the steps and skills that I’ve found most useful in helping my clients overcome prospecting reluctance. A person going through each of these steps does tend to improve their prospecting performance…some dramatically. If you suffe
Example of Results from Consultative Selling
Published on 2010-12-13 23:08:39
In a twist on the old saying, “The early bird gets the worm,” this article is about “The real estate agent who knows the secrets of consultative selling gets the worm.” Using consultative language and structure in a sales conv
To Be More Confident in Sales, Learn More about Great Sales Questions.
Published on 2010-12-06 11:52:55
There are, of course, many different kinds of questions a salesperson can ask. There are “types” like yes/no, closed-ended, and trick questions. Traditional sales teachers and many sales managers emphasize that you should ask open-ended q
Real Estate Farming Roundup
Published on 2010-12-05 16:21:54
If you’re already a successful real estate farmer, but you want more market share in your ‘hood, here are some higher-octane ideas from Realtors across the country. You may already do some of these, but if not, have a go at something new. Create
To Be Or Not to Be a Salesperson…that Is the Question for Realtors
Published on 2010-12-04 16:20:22
I was given two contradictory pieces of advice early in my real estate career: First, be a trusted adviser, but don’t give advice. Second, learn good selling techniques, but don’t behave like a salesman. It was like living a Zen Koan — What’s
“I’d Work Hard…If Only I Knew What to Work Hard At!”
Published on 2010-10-28 12:03:06
Chatting with a new agent the other day about her lack of business, I suggested she might not be working hard enough. She said she was willing to work hard, if only she knew what to work hard at. Later I asked a friend what he does to work hard. Here