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How to Sell to Anyone
Let's face it. We all have those difficult customers to whom we are required to sell. From the demanding, abrasive buyer to the individual who never seems to make a buying decision, we encounter challenging people on a regular basis. Part of the reason this happens is due to the disconnect we have because of conflicting personalities. This article will look at the four key types of people and how to improve your results with each.
Direct Donna. Donna is very direct in her approach. She tends to be forceful and always wants to dominate or control the sales call. Her behavior is aggressive,
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Are You A Big, Bad Blurter?
It always amazes me how intelligent, wonderful people can so rapidly turn into a stereotype called “The Blurter".
Last year it happened to me at a tradeshow. Someone who was a graphic designer came up to me and started to offer a critique of my marketing materials - without asking me for permission. On and on she went - and inside I was going "Oh honey, this is SO not the way to attract my business."
She didn't ask questions. All she offered was negative feedback. Why? She was trying to convince me to purchase her services instead. And at the end of it - to t
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The Impact Statement Builder
Customers have been successfully trained to expect boring and trite presentation openings. They have witnessed the same dull and mundane presentation openers and crave the unconventional and unexpected. Thus, how you open your sales presentation can make or break your sales career. Follow this checklist for your next presentation and you’ll have a memorable and effective opening.
Does your presentation opening include one or more of the following elements?
1. A clear and credible statement of benefits
2. Something that arouses curiosity
3. A question to start
4. A start
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 | Say It With Fewer Words
You've got a great, major presentation, and suddenly you're asked if you can get your message across in five minutes! Don't panic. For today's television generation, sound bites can be more powerful than lengthy dissertations. Here's how to compress your speech without losing impact.
1. Don't apologize or mention that you usually have much more time. Be confident that you can communicate in five minutes.
2. Begin fast. Start with a an attention-getting statement such as, "Your job won't exist five years from now," or "In the next 5 minutes I want to convince you the best action y ...
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