Category Archives: Endless Referrals

A Question That Will Open Them Up to Questions

In yesterday’s post, we learned how to effectively work with one kind of “Controlling Prospect.” This person’s way of controlling you and the presentation is to ask questions in rapid-fire succession, quick and unrelenting, firing off another one as soon as you answer the current one. This is intended to keep you, the salesperson, off-balanced…

No Hurry to Answer “Rapid-Fire”

Every so often you’ll find yourself in front of a “controlling prospect.” This is a person who wants to show you who is boss (and, as far as they’re concerned, it ain’t you!) :-). They’ll do this by asking questions – often in rapid succession – demanding fast answers. They will also demand that you…

A Terrific Lesson in Sales from Art

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…

The True Challenge of The Young and Inexperience in Sales (Part Two of Two)

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…

The True Challenge of The Young and Inexperience in Sales (Part One of Two)

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…

The Danger of “Thinking Payback”

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…

The Willing Suspension of Self-Interest

In yesterday’s post , Liz Lynch, author of Smart Networking: Attract A Following In Person And Online, suggested that while the typical person forms their first impression of the other by silently assessing how that person can be of help to them, the more astute Networker, the Go-Giver (and I can tell you from personal…

When Last Is First

In Liz Lynch’s excellent book, Smart Networking: Attract A Following In Person And Online, she points out that when first meeting someone, the typical person is forming their first impressions of the other by silently assessing:  Is this person interesting? Is she someone I should get to know better? Does she have knowledge or skills that…

Talk 25% – Listen 75%

Most of us in sales have heard it said that “when you’re tellin’, you ain’t sellin’.” Very true. The key is to listen to the other person. That way you can learn about their wants, needs and desires. When teaching people how to prospect via telephone, I explain that there are actually two reasons to encourage the…

Gentle “Upselling” Benefits Everyone – Part Two

In Part One it was suggested that whether in the context of an airport newsstand, the local fast food joint or many other business situations, upsells – the selling of an additional product or service (typically related to the original item purchased) either at the time of the sale or immediately afterwards – is a…