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An acquaintance of mine with a similar work background told me that recently he and his wife were shopping for a graduation gift. They found an attractive ladies’ watch and decided to buy it. After telling the store salesperson they wanted the watch, the clerk...Demonstrate as You Elaborate
A picture is worth a thousand words is a phrase everybody has no doubt heard all their lives. Today I want to add to that phrase that a demonstration is worth a thousand (or possibly thousands of) dollars. Your offering may contain many differences and advantages, but...Stop and Think, then Get in Sync
I talk a lot about how important it is to conduct an interview to establish a diagnosis to determine the pain points and needs of buyers early in the process. That of course begins with identifying and mirroring your prospect’s temperament, but maybe I haven’t been...People Who Say These 5 Words Have Very Low Emotional Intelligence
For today’s issue of Selling Point I am reprinting an Inc.com article from June 12, 2018, written by Bill Murphy Jr. I’ve chosen this piece because I have written and spoken over and over about how “cheesy” it sounds when a salesperson responds to a prospect or buyer...
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SOCIAL SHARING
