Often, salespeople get discouraged because people tell them “no.” Well, since being told “no” is a part of selling and is not going to change, we must determine how to live with that fact, yet allow ourselves to keep up a positive attitude and prosper.* One way is to understand that you are responsible only…
Recently on Twitter, I found a link from SellingPower Founder Gerhard Gschwandtner to an extremely inspiring story. It had to do with a sales team that explored a way to find more people to serve where (or, I should say, when!) most would not have looked. Yes, this took place back in 1949. Yet, today, when…
In Part One, we established that things — ideas, products, concepts, etc. — don’t usually just sell themselves; they need to first be sold. We concluded by looking at Schopenhauer’s famous quote, “All truth passes through three stages: First, it is ridiculed. Second, it is violently opposed. Third, it is accepted as self-evident.” And, sometimes…it’s…
In our book, Go-Givers Sell More, John David Mann and I begin by discussing some of the fallacies and misconceptions associated with selling. The first is that people often think of sales as trying to convince someone to do something they don’t want to do (i.e., buy something they don’t want or need). Of course,…
Over the past three articles regarding Benefit Statements, we’ve also looked at when they are and are not appropriate. One place they are appropriate, which we haven’t yet discussed, is when you are attending some type of formal event where you are asked — along with everyone else — to stand up and provide your commercial.…
Christie Ellis, owner of Sonoran Mountain Realty in Phoenix, Arizona wrote to me after reading about Benefit Statements in my book, Endless Referrals. I saved her email until after I posted the previous two articles because I thought it was such a great question. With permission, I’m summarizing her question. Thanks, Christie! Hi Bob, I…
In Part One we looked at the difference between an Elevator “Pitch” (yucko; bad word) and a Benefit Statement. Mainly, the first one is longer and “I-Focused” and the latter is shorter and “Other-Focused.” It focuses on the benefit…to the other person. The article’s main point was that, contrary to mainstream and accepted thinking, this…
Many are familiar with what has become known in Networking lingo as an “Elevator Pitch.” Typically, it’s defined as a description of your product or service that can be communicated in a very brief time (i.e, up to 30 seconds; the time span of an elevator ride). Although its genesis was in the context of…
There’s a saying that, in sales, we should treat our prospects like family. I wonder about that one, though. After all, when dealing with loved ones don’t we sometimes assume we know what they are thinking? Do we not try to win a debate solely for the sake of winning? Are there times we actually…
As mentioned in a recent post, a good way to judge someone’s character is by how he or she treats those who cannot do anything for them. What’s interesting is that for the person doing the “treating,” this goes much further than just being a nice person. The results can be life-changing, as you’ll read…
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