Posted by: Mark Hunter
in MyBlog on Jul 14, 2010
Tagged in: Untagged
There is power in just two little questions: “Why?” and “Will you tell me more?”
Why do salespeople always try to prove how smart they are by asking complex questions? We need to put our ego aside and let the customer talk. The best way to do this? Ask simple, short questions.
I’ve noticed too many times when a salesperson asks a long question, they tend to get a lousy answer. In fact, many times they don’t get an answer at all — rather they get a confused look from the customer. Here are some helpful tips:
Posted by: Gregory Stewart
in MyBlog on Jun 17, 2010
Tagged in: Untagged
A funny thing happened on my way to an appointment the other day. I was uncharacteristically late and as I dodged and weaved my way through traffic I eventually came to a dead stop; you know the one that gives you that sickening feeling that there is nothing you can do and you have nowhere to go?
I had called ahead informing them of my impending doom and the traffic I was stuck in, letting them know that I would probably be there right on time, but not early. However, I was still feeling guilty until ... ahead of me came a message, a sign maybe ...
YB IRLY
Posted by: Mark Hunter
in MyBlog on Jun 14, 2010
Tagged in: Untagged
It’s game time! If you are in sales outside of the United States, then you need to pay close attention to the World Cup. Regardless of whether you call it soccer or football, it is definitely a great conversation starter. In fact, one of the quickest ways to get someone talking is to ask how their team is doing.
Use the World Cup as a way to develop deeper relationships with your customers and with prospects. Be sure to record whatever information they share with you regarding their favorite team, as it can certainly continue to be a conversation generator long after the World Cup is over. Whether you are talking on the phone, in person or via email or social media, don’t hesitate to start a relevant conversation around this topic. Not familiar with this level of soccer? Visit www.fifa.com to find out more.
The more you can be on the look out for ways to genuinely connect with your customers’ interests, the better the impact on your sales motivation (and ultimately on your sales!)
Posted by: Gregory Stewart
in MyBlog on Jun 07, 2010
Tagged in: Untagged
Music moves us, it inspires us and if we listen close enough, it educates us. One of my favourite bands of the 80's was Depeche Mode and their song 'The Policy of Truth' is one which I believe all salespeople and those in business could learn a thing or two from.
Over promising and under delivering is what we all say we will never do, but all too often we fall foul of our own over zealous promises. Many of us continue to live this lie on a regular basis and by doing so, we unwittingly deceive our clients and those around us.
The policy of truth is simple - under promise and over deliver - we all know it, but few do it effectively. If you find yourself not always living up to the lofty expectations you have set for your clients, then resolve to make 2010 the year in which you pull back your promises, and excel in what you do. After all, the proof of the pudding is always in the eating, not the baking!
Posted by: Mark Hunter
in MyBlog on Jun 02, 2010
Tagged in: Untagged
So, you’ve just had a bad experience with some mega-company that treated you bad and you’re upset. You know you’re right and they’re wrong, so in your moment of rage, you throw a couple of tweets out there about it and follow up by posting in detail on your Facebook account about the evil company that has made you so upset.
We’ve all either done this or come very close to doing it. Here’s a bit of advice… don’t do it! Wait a week, and if you still believe it’s an issue, then calmly lodge your complaint, preferably with the company with which you have an issue. Why resist to post in anger? You never know when one day you’ll be looking for employment and the prospective employer will check you out on the web. What are they going to think when they see postings where all you’re doing is ragging on various companies? They’re going to view you as a negative person and one they may not want to hire.
If you’re a salesperson, a prospect looking to potentially buy from you may very well do the same thing. They may check you out on the internet to see if you’re a person who can become easily upset or who carelessly handles themselves immaturely. They may think, “I don’t want to do business with someone like that.”
Posted by: Gregory Stewart
in MyBlog on May 18, 2010
As a seriously addicted adult gamer, I have been hooked on the World of Warcraft (WOW) phenomenon for several years now. With more that 11.5 million monthly subscriptions in December 2008 WOW is easily the largest massively multiplayer online role-playing game (MMORPG), so I take heart that I am not alone with my addiction.
Now some people may think online gaming is the realm for the young, but I'm here to tell you that couldn't be any further from the truth. My Guild is filled with players aged 35-55 who prefer online gaming entertainment as a hobby and pastime ahead of scuba diving, horse riding, orienteering or fishing, so each to their own I say.
Posted by: Mark Hunter
in MyBlog on May 18, 2010
Don’t get carried away thinking social media is going to suddenly turn you into the next Steve Jobs. I’ve watched far too many salespeople think the only way to really leverage social media is to belong to every social media site available.
When you try to participate in every social media site, you may be spreading yourself too thin and you wind up having zero impact with any of them. Target your efforts. Participate only in those sites where you can devote attention and create the presence for which you are looking and that you have time to maintain. For most people, this means Facebook, LinkedIn and Twitter.
Posted by: Gregory Stewart
in MyBlog on May 14, 2010
So the first ever New Zealand Apprentice has been found. After two months of pain and torture (for contestants and viewers alike) millionaire property developer Terry Serepisos saw to it that 13 previous candidates were fired. This then allowed Thomas Ben to hear those magical words, "You're Hired!"
Sure, that was indeed a tough job, but lets not mince words, it was reality TV after all and the question begs asking, just how realistic is reality TV anyway?
Posted by: Gregory Stewart
in MyBlog on May 14, 2010
Tagged in: Untagged
Are you a confident person? Do you have a certain swagger about you that makes people stop, drop and roll (or at least double take)? If not, why not? You have plenty to be confident about you know!
I love the Urban Dictionary for its quirky definitions and it defines confidence as;
- Something that separates the men from the boys
- Trusting in one's ability despite previous history
- A telltale sign of blind ignorance
- A word stupid people use when they don't know what the #@&* they are talking about
I guess there's some merit there, but confidence is really defined as assurance; freedom from doubt; belief in yourself and your abilities; and a feeling of trust (in something or someone).
With words such as reliance, trust and assurance, confidence is a pretty stylish thing. To put it on everyday like you would a suit, a tie or a dress would no doubt improve your chances of success. So why don't you start today - be stylish - be confident!
Posted by: Mark Hunter
in MyBlog on Apr 21, 2010
Tagged in: Untagged
Trying to satisfy all of the needs of your customers will result in lost profit. Satisfying your customer’s greatest need will maximize your profit.
Don’t try and satisfy every need of your customer. When you do, you will wind up diluting the overall value of what you’re providing your customers. You will serve the customer best by dealing with the number one need they have. By doing so, you have the privilege of helping them deal with their most critical source of pain.
Too many times, salespeople in the race to try and close a sale try to position their product or service as being a solution that will take care of nearly every problem the customer has. When the salesperson starts down this road, the customer will automatically begin to think there is something wrong. There is no way the salesperson could assure everything. If the salesperson does this, the customer will naturally begin to reject everything.
