Character and Integrity Who are you when no one is looking? What do you do? I’ve met people of questionable moral fiber; unfortunately some of them have had immense wealth and success. I’m just not sure how they sleep at night. I find that it’s much easier to be authentic and treat others how I’d want to be treated, or at least how they would want to be … [Read more...]
Defusing vs Overcoming Objections
Defusing vs Overcoming Objections "Closing" sometimes has a negative connotation, primarily because no one likes to be "Sold" except for sales people. The rest of us don't want to be "Sold" something, we just want to "Buy" a product or service worth having. Sales professionals who consistently find themselves having to use Hard Sell techniques and aggressive closing … [Read more...]
What is SalesFu? – Capturing the Energy
What is SalesFu? Sales Fu = The Art of Identifying & Capturing Customer Energy and using it to Persuade & Influence a purchase decision. We've found that there are different personality types and we have an idea of how those personality types impact our communication. Now what? Now we talk about Capturing Customer Energy via Sales Momentum, Control and the MORSE … [Read more...]
The Inertia Close (Feel, Felt, Found)
The Inertia Close (Feel, Felt, Found) The Feel, Felt, Found technique has been around since my Grandfather was peddling Encyclopedia’s door to door. I have used it with great success when faced with the “WAIT”, “I’m just fine where I am”, or “That’s not enough savings to make it worthwhile to go through the process” type objections. Basically, I’ll use this … [Read more...]
The Spousal Objection
The Spousal Objection We often hear the spousal objection in day to day calls, unfortunately we often lay down when we hear this and schedule an appointment, or worse yet just let the customer ask us for an email and we never call back. When I ask agents about this, the reason typically given is that they identify with the objection. If they were shopping they think that … [Read more...]