What helps people move from being average to being great? What’s the mindset difference? Marty Park believes that if you’re the business owner doubling as the sales manager and you have a team of 10 people, you’ll likely have two that kill it. They’re the ones that love cold-calling. They love being rejected because it brings them one step closer to a sale. They are enthusiastic about selling. He firmly believes the two lowest performers…
How to Employ Cialdini’s Principles of Influence at the Right Time
Too many people start a sales conversation with scarcity instead of starting with the principle of liking or creating social proof. Should there be timing around some of the principles? In Brian Ahearn’s book, “Persuasive Selling for Relationship Driven Insurance Agents,” he looks at the sales process. He covers which principles are most effective at each point of the sales process. So what could—or should—you start with? Authority, likability, and social proof When you are…
The Importance of Questions in the Forensic Interviewing and Interrogation Process
One of the things that makes Michael Reddington’s skin crawl is the phrase “buyers are liars.” He emphasizes that it’s not true, not any more than anyone else. Everyone has goals and will strategically share information that’s likely to help them achieve those goals. That’s not dishonesty; it’s interest protection. Prior to any interaction where you need information, you have to think about the reasons why your counterparty shouldn’t share the information with you. Michael…
Assembling the Dream Team: A Team-Based Approach to Sales
Many people approach sales as if they are going to be working as a “lone wolf” the entire time. But David Perry prefers to assemble a dream team. What does that mean? David had just closed a large deal and felt really good about himself. But then he listed out everyone that had been involved in the deal. There were over 60 people involved! There are so many people involved on both sides of a…
Why “Rationale” Questions are Key in the Negotiation Process
According to Deb Calvert, the purpose of a rationale question is to understand the decision that has been made and what has gotten you to the point you’re at in a negotiation. You need to know what the criteria will be for the ultimate decision. If you can get some of this information and insight beforehand, it’s helpful. These are definitely great questions in the midst of the negotiation as well. What will be your criteria?…