“Sell Without Selling!” … “Never Sell Again!” … “Salesless Selling!” Have you noticed the proliferation of teachings and articles telling you that you don’t need to sell in order to … sell? I often hear salespeople try and deny they are salespeople. Examples: “I’m in sales but I don’t really sell…I just help people.” Or,…
According to Dr. Ivan Misner, Founder and Chairman of BNI, Business Network International, “The more effective you are at communicating with and building relationships with members of the opposite sex the more successful you will be in your professional career.” And, teaching us to be able to do this effectively is the theme of his…
There are many reasons why people will say “no” to buying a product or service they were considering and would like to buy. Often, it is money-related. Always, it is price-cost-value-related. There is an economic law that is immutable and unchanging. It has always been, is now and always will be. And unless other Universal…
I’m currently reading an outstanding book coauthored by former Procter & Gamble Chairman & CEO, A.G. Lafley and uber-consultant and bestselling author, Ram Charan entitled, The Game-Changer. Early in the book, Lafley stated the following: “Our first goal at P&G is to delight our consumers at two ‘moments of truth.’ First, when they buy a…
I often see people use the terms “Mission Statement” and “Benefit Statement” interchangeably. Yet, not only are they not interchangeable; they are actually opposite. A Mission Statement is typically a declaration of how a company or individual will operate; it’s their premise — the point from which all actions will proceed. It’s a business or…
In the last post, we discussed why offering incentives (cash or other gifts) in exchange for referrals is not an effective strategy, but instead might very well be counterproductive. So, the question is, what is a better and more effective alternative for expressing our appreciation to those who refer business to us? And, what will…
I’m often asked during the Q & A portion of my live events if one should offer incentives (read: bribes) for their customers to provide them with referrals. Should they be offered cash? Perhaps, a gift? I strongly suggest not doing that. There are generally two challenges with offering incentives for referrals: If the referrals…
During the Q & A part of a recent Endless Referrals: The Go-Giver Way program, a very nice woman asked a question that was obviously troubling her: “Even after receiving a referral from someone, isn’t calling the referred prospect just one step above a cold call?” After explaining to her that the point of the…
Many years ago, in his bestselling, How to Sell Anything to Anybody, Joe Girard provided what he called his Law of 250. This basically says that most of us know about 250 people. Joe knows from whence he speak. He was named by the Guinness Book of World Records as “The Greatest Salesman in The…
A recent post discussed the difference in results between saying to someone, “If I could prove to you that…” as opposed to “If you could prove to yourself…” With that in mind, here’s another helpful tip. Again, this was learned from the great, Zig Ziglar (a few of you might be aware that he is…
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