Archive for Selling

People Buy When They Have “Pain”

Pain is the gap between what their current situation is and what they would like their current situation to be.  According to Michael Bosworth, the author of Solution Selling:  “If the buyer has what we call pain – discomfort or dissatisfaction with the current situation – he will be motivated to seek a solution if [...]

People Buy Emotionally; They Only Justify Their Decisions Rationally

Dale Carnegie may have been the very first person to articulate this fundamental truth about selling when he said that: “When dealing with people, let us remember, we are not dealing with creatures of logic.  We are dealing with creatures of emotion, creatures bristling with prejudices and motivated by pride and vanity.”
Dan Sullivan of the [...]

Collaboration, Not Competition, Is The Appropriate Mindset for Selling.

Too many salespeople and the organizations they work for look upon the sales process as a contest.  They see it as a game in which one party is trying to win at the expense of another or where the object is to “get” your prospect before they “get” you.  Jeff Thule of the Prime Resource [...]

When Selling, Seek To Be Trusted Instead Of Being Liked.

While the goal of marketing is getting people to know, like and trust you, when selling, building trust is far more important than being liked.  Although it is true that people tend to do business with people they like, salespeople who seek to be liked by winning their prospect’s approval rarely succeed in the long [...]

The Better You Are At Prospecting, The Better You’ll Be At Selling

If you aren’t prospecting on a regular basis so as to have a pipeline full of potential clients, your ability to sell will be compromised. The reason lies in your mindset.  If you only have a handful of opportunities with which to meet your business objectives, every deal becomes a make or break situation.  With [...]

When Selling, Stay Focused On Your Prospect At All Times

I know it sounds simple, but most salespeople focus too much on themselves, their product or service, or their organization, instead of where the focus belongs — on their prospect. Your focus should always be on your prospect or customer, never on you.  You can only focus on one thing at a time and where [...]

When Selling, You Gotta Believe in Yourself and Your Organization

At its very essence, selling is about the transfer of beliefs.  Before your client decides to buy your product or service, your client buys your belief that you can solve their problems. Your customer will never believe in the value of your product or service any more strongly than you do.  If you don’t believe [...]

The Art of Listening

No overview of a sales or client development process would be complete without at least mentioning listening skills and questions.  Questions are the building blocks of our client development process.
To be truly effective on a sales call, a salesperson needs to speak only 20 to 30 percent of the time.  This means that the vast [...]

Study Proves that People Buy Emotionally

For years, pundits have claimed that people buy based on emotions, and they justify their purchase with reason.  While this notion seemed true, and many marketers put together ad campaigns which reflected this belief, it wasn’t until recently that researchers could actually prove it scientifically.  The following news story University of Florida News (August 1, [...]

Why Prospects Aren’t Honest With You (And What You Can Do About It)

Too often, buyers mislead salespeople into believing they are interested in their products when they really aren’t.  They don’t do it because they are bad people.  They do it to protect themselves.  In fact, if you sat down and thought about it, I imagine that even you have misled salespeople on at least a few [...]

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