The Direction of the Appointment

I heard a very interesting comment the other day made about a of mine. This particular sales person was commenting how badly the appointment had gone because my had "directed" the conversation with the customer(through an Agenda) instead of "letting the customer tell him what he wanted" This is not made up, this really happened. One of the current selling models in my organization is for reps to bring in another rep who may be more experienced in Managed Print Services and conduct an appointment together(you can imagine the possibility for...

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The List or The World According to Greg

"The List" - 2008 Buyers are trained by Salespeople Truth is Good Insecurities Rule All conflict is a result of an insecurity Self-esteem does not come out of a box, or from someone else Guilt is a Motivator Motivation can be turned into Manipulation Seven Seconds; you can know someone in the first seven seconds you meet them Everyone has an Agenda You Are Your Boss Fear Sucks Once People know...

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What is High Intent?

"Life is Pain - anyone who says differently is selling something." - The Princess BrideHere is what I think when selling, "How can what I do, help this person?" And, "if what I do, can not help this person with this problem, who can I send them to?Talk to you prospective client as a person and not from a position of weakness or subservience.You are at least an equal and you posses more knowledge and wisdom about the impact your recommendations will have on their life than they do.It is this simple - Solve don't se...

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