In the cult classic sales movie title Glengary Glen Ross, there is this scene where Alec Baldwin’s character outlines a sales process methodology that uses the acronym A-I-D-A. Here is a clip with a warning about the language used in the scene.
While the movie is quite entertaining, this scene reminds me of many things that […]
We all would like to sell more. And this can often make us try real hard when selling and in front of prospects.
Could this hard work actually be counterproductive and be decreasing our results? What if there is a way to sell more by not trying so hard?
Here are four tips for changes that you […]
<< 5 Reasons Why People Don’t Like Being Sold To (Part I) <<
4. Sales person does not seem trustworthy
As the sales person is outlining all of the great things their product can do, it all sounds great. But can the prospect trust the sales person? Is it true, all of the great things that the sales […]
We all buy stuff every day. Some of these purchases are repeat purchases and some are new. When you think about that, you may realize that we really don’t mind buying stuff. Sometimes it can be kind of fun getting something new.
But even though we might enjoy buying something or know that we need something, […]
Call reluctance is something that almost every sales person can feel at some point. Sure it is no problem to pick the phone and call warm contacts or leads. But when it is time to make the true cold calls where the prospect does not know who you are, there can often be an uneasy feeling.
This feeling […]
Have you ever had someone say “Now you’re speaking my language”? This is a really good thing to accomplish as you are saying something that the other person understands and is completely in agreement with.
Imagine being able to arrive at this place with prospects when selling. What a great place that would, huh? Believe or […]
<< Selling is not About Performing Magic and Manipulation (Part I) <<
Step 2: Pre-qualify everybody
Once you know what your ideal prospect looks like, you will only want to spend most of your valuable time pursuing and meeting these individuals. In order to help you to do that, you will need to pre-qualify everybody.
This refers to making […]
When some people think about the act of selling something, they often think that the sales person is going through a process of convincing the prospect to buy what they have to offer – that they are “talking them into it”. With this frame of mind, the belief is created that the best sales people […]
I received a call today and I think that it is a great “not so great” cold call script example. Here is how it started off:
Ring Ring Halper: Hello, this is Michael. Caller: Hi Mr. Halper. How are you doing today? Halper: I am good. How are you doing?
Let’s jump in here at this point […]
Sales prospecting is one of the more mentally taxing activities that a sales person has to perform. Most sales people love selling and interacting with prospects, but the activity of finding new prospects can often be very difficult and guaranteed to include some amount of rejection and this can wear on any individual.
There are a […]
Whether you realize it or not, you likely experience someone giving you a sales pitch just about every day. I experienced one yesterday and I was very impressed with the sales person’s approach so I thought it might be good to point out some of the things he did well. Here is Part II of […]
Whether you realize it or not, you likely experience someone giving you a sales pitch just about every day. I experienced one yesterday and I was very impressed with the sales person’s approach so I thought it might be good to point out some of the things he did well.
Quick Background
I was in the process […]
