and the Longest River in
do your business prospects have in common with someone swimming the
river in the world?
both in De-Nile ... get it? Denial is a safety mechanism that ranks
right up there with rationalization. Both can stop the sales process in
tracks! Getting your prospect out of denial is your job in the sales
process. There are two reasons prospects fall back on denial:
They don't see their challenge/problem as the most important fire
they have to put out that day.
They don't believe they can solve it with the resources they have.
resources could be related to time, money, and/or effort.
how do you shock someone out of denial? By asking tough, consequence
questions like: What if you just do nothing? If it is not working what
are YOU doing to fix it? What will your business
results look like if your fiercest competitor opened up shop right
street? How does it feel knowing that at your current skill level, you
make it to Manager? Who will be held accountable if your team dynamics
don't improve? Why aren't you...? etc.
easy to be polite ... it's tough to be tough. It also happens to pay
to be tough.
What Leaders are Reading|
A Complaint is a Gift: Recovering Customer
Loyalty When Things Go Wrong by Janelle Barlow and Claus Moller - More
relevant than ever in today's constantly connected world, when customers can
complain instantly, 24/7, and broadcast their dissatisfaction around the world
if they choose to, this text has been heavily revised, with a wealth
of new examples, tools and strategies.
The 25 Sales Habits of Highly
Successful Salespeople by Stephan Schiffman - Now you can join the hundreds
of thousands of salespeople who have followed Stephen Schiffman's advice and
watch your performance soar. Schiffman lets you in on the industry's best-kept
secrets. Learn how to: convert leads to sales, motivate yourself and motivate
others, give killer presentations, and keep your sense of humor.
OF THE MONTH
A Little Upset Goes a Long
Getting people upset is counter-intuitive to most of us.
We want to be seen as the good friend, the confidant, the counselor,
the guide. We fear their emotions have been challenged with;
"Now why didn't
I think of that?" Making people feel like they should
know better doesn't make you seem cold, distant, or heartless. It does make you
seem like you care. And don't you want all of your prospects/clients to know
that you care about:
- their business,
- their life,
- and their results?
So, don't be afraid to get them upset! A little upset goes a long way to
getting you more clients!
QUOTE OF THE MONTH
"The greatest barrier to success is the fear of failure."
Sven Goran Eriksson