In Part One we saw the difference between two related – but very different – terms, “Responding” and “Reacting.” Let’s take a quick look at how they played out for me personally in one particular instance. There was plenty of room to pull safely into the parking space. Being too hurried and not paying attention as…
Though the words, “Respond” and “React” are similar, the difference is quite significant. I still recall, more than 40 years ago, on one of his audio programs, Zig Ziglar asking, “Did you respond well to the medication your doctor prescribed, or did you have a bad reaction?” The Sages asked, “Who is mighty?” and answered,…
My friend, Art Sobczak (pronounced Sub check), President of Business By Phone,Inc. is among the world’s most highly-regarded experts on tele-selling. But, from my years of reading his works, I can tell you he is simply an expert at sales, through-and-through. In this article (excerpted), Art briefly takes us through a terrific sales process where…
Ego is one’s sense of self and must be honored throughout the persuasion process. It will come into play. As one who has studied the persuasion process and seen it done best both by the learned and the intuitive, I genuinely believe that about 95 percent of the time, the difference between moving a person…
One of the most effective ways to persuade someone to take a certain action is to communicate very clearly to them the fact that…they don’t have to take that action. Counter-intuitive? Yes. And, very productive. What I’m suggesting is that you give them an “out.” An out, or “backdoor”, is a way of letting a…
Actually, “paranoia” might be too strong a word (“might be”) 🙂 but there is definitely concern when it comes to the DMs – or, Direct Messages – aspect of this medium. Yet, the concern is not for what would seem the obvious reasons; spam and the many automated DM welcomes from those I have newly-followed.…
In his 1918 work, The Power of Concentration (re-published in ebook form by Mike Litman), the author, Theron Dumont wrote, “It is necessary to be silent before you can speak wisely.” True enough, as stated. But then he goes on to write something I believe to be particularly profound. According to Dumont, “The person who…
In Part One, we addressed a couple examples of proper and effective responses a new (and/or young in age) salesperson might provide a concerned prospect regarding the issue of youth and inexperience. But, as I explained to the young man, while the response is simple, there is a bigger challenge he must overcome. And, that is…
A young reader who has just joined the world of professional selling asked how he could overcome questions and concerns from prospects he receives regarding his youth and inexperience. He claims he is asked about this constantly and feels he has no legitimate way to respond. I explained that (based on the limited information I…
Over the past two articles we saw from Liz Lynch that astute networkers approach a new possible business relationship by focusing, not on how the other person might be able to help him or her but on how they could possibly help the other person. In other words, purposely and purposefully taking your eyes off…
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