I'm willing to do it, but I'm not sure he is. It's the biggest obstacle to making a positive change. We want to know, for sure, that the other guy is all in with good intentions, before we fully invest ourselves.
I have many students who have struggled with this problem. All of them have been able to conquer it with some success. Most important though is consider where you are and what you are trying to say. There is a time and place for everything.
Stephen Hawking said 'If we do discover a theory of everything... it would be the ultimate triumph of human reason -- for then we would truly know the mind of God.' While we are a long ways off from theorizing everything, the theory of selling is open to interpretation.
What traits do athletes have that can translate to sales? Quite a few, actually. They know that they have to put in the work at practice to see results in the games. Salespeople have to show the same attention to detail in their accounts.
A one-time rural community with cow pastures is now a suburban hub of industry, and with the influx of new people came competition. Having changed very little in 25 years, the new owner of the hotel is resting easily on top of the world.
My grandmother raised four kids, and became a single parent when my grandfather passed on and my younger uncle was a tender 14. Learning to become profitable was not something she even thought about. She was "savvy" before savvy was a "business" household name.
Salespeople often have no clue as to why their prospects would even want to buy from them. This question is the ultimate paintbrush in the hand of your prospect. This is where you fully understand what the prospect wants to accomplish from a high level.
The problem is not the small business owners themselves. In fact, I've watched many small business owners go from sales chump to sales star in only a few months' time. Instead, the root problem is that small business owners are following bad advice.
In today's world of Yelp reviews and Google searches, it's easy for businesses to forget about the power of customer referrals. You see, prospects are bombarded by loud advertisements and slick salespeople all day long. But that's far from what they really want.
It's no secret that getting referrals from clients who believe in your services is an effective way to connect with new clients. But in today's business world, it's not enough to just get referrals -- they have to be strong, and there have to be lots of 'em!
Because he was focused on value and meeting our needs, we focused less on price. We could have walked across the street for a lower price, but the total value of the experience outweighed a nominal price difference.
As I wish you bon voyage to your unknown and exciting future, I have compiled fourteen of the greatest assets I accumulated over the eighteen years since I sat amongst the throngs of college graduates contemplating my own future; books.
How is it that one man created something so amazing allowing his name to live on forever? Perhaps the secret is in his failures. We all fear falling down. However, rarely will falling down kill us. Death is in not getting back up. Just ask Mickey Mouse.
You are looking for a specific item. You go to the store. The overzealous salesperson approaches you and asks if they can help you. You respond with "No thanks, just looking." But why do you do that? Each salesperson has an approach that is either the Good, the Bad, or the Ugly.