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Casual Articles - Why Sales People Are Creating Their Own Objections
The fact that people's expectations influence reality can help dramatically in the negotiation process. Individuals tend to make decisions based on how others expect them to perform. When we know someone expects something from us, we try to satisfy her/him in order to gain respect and likeability. You have probably heard the saying "What gets measured, gets done." The same is true for expectations: That which is expected is what usually happens. People rise to meet your expectations of them, thereby turning your expectations into reality. Ever notice how people who think they're going to be fired suddenly experience
Are you a sales person? (Yes or no?)
Ask yourself these 2 questions over again.
What I've learnt from my experience is that people don't usually describe themselves when thinking about their beliefs about sales people. And do you know why?
Because they have an identity problem with being a sales person! They don't honestly believe they are a sales p
"How the heck can my little local gym afford to buy an ad on TV?" I got this question yesterday from a nice lady that works for a web development company. The answer is that new technology allows most cable providers to place commercials into specific zip codes. Because the ad isn't going out to wider audience, it's less expensive - and affordable for many small businesses.This is the beginning of micro-persuasion. Putting your marketing message in front of smaller, not larger audiences. But isn't bigger better? Well no, not always.Think of that local gym. Marketing convention tells us that most local businesses don't get a lot of actio
The secret is how NOW to get objections in sales! Throw away your books on 'how to overcome objections in sales', you won't need them once you understand what I am about to reveal.
Here's the simple exercise you must answer truthfully in order to learn the secret...
Get a piece of paper if you want to make a huge difference to your sales, as you need to write down your answers. Go on! Get a piece now.
Okay, lets begin.
I want you to write down 5 answers to this question...
What do you believe to be true about SALES PEOPLE?
Okay, I hope you've written down your answer so you get the most benefit out this exercise.
Here's what I've found after 5 years of asking these questions... 80% of sales people believed in majority these answers about sales people...
They're pushy
They tell lies
They are only interested in taking your money
They will tell you anything to get a sale
They're too friendly
They're not good listeners
You can't trust them...
Now, what were your answers?? Did they resemble any of these? Did you have any on them on the list?
If you did, your answer was similar to 80% of sales people.
In regards to your beliefs about sales people, let me know ask you 2 more interesting questions...
Are you describing yourself with your answers? (Yes or no?)
Are you a sales person? (Yes or no?)
Ask yourself these 2 questions over again.
What I've learnt from my experience is that people don't usually describe themselves when thinking about their beliefs about sales people. And do you know why?
Because they have an identity problem with being a sales person! They don't honestly believe they are a sales pe
I have a short story to share with you about an important skill many leaders need to develop, use and perfect.Life is a journey. The signposts along the path pointing out the way are many and are sometimes hard to understand.We hear news stories telling us it is the dawning of a knowledge-based society. As a leader, you may wonder about the amount of knowledge that is reported to be so plentiful.You recognize the many difficulties challenging you, weakening your leadership power and reducing your control over Fate.Where can people like you and your associates carry the burdens hidden in the vast amounts of data floo
Get a piece of paper if you want to make a huge difference to your sales, as you need to write down your answers. Go on! Get a piece now.
Okay, lets begin.
I want you to write down 5 answers to this question...
What do you believe to be true about SALES PEOPLE?
Okay, I hope you've written down your answer so you get the most benefit out this exercise.
Here's what I've found after 5 years of asking these questions... 80% of sales people believed in majority these answers about sales people...
They're pushy
They tell lies
They are only interested in taking your money
They will tell you anything to get a sale
They're too friendly
They're not good listeners
You can't trust them...
Now, what were your answers?? Did they resemble any of these? Did you have any on them on the list?
If you did, your answer was similar to 80% of sales people.
In regards to your beliefs about sales people, let me know ask you 2 more interesting questions...
Are you describing yourself with your answers? (Yes or no?)
Are you a sales person? (Yes or no?)
Ask yourself these 2 questions over again.
What I've learnt from my experience is that people don't usually describe themselves when thinking about their beliefs about sales people. And do you know why?
Because they have an identity problem with being a sales person! They don't honestly believe they are a sales p
In order to get your audience to buy in to your message, you must prepare and deliver it in a way consistent with adult learning theory. That means you must understand the limits to how much information an audience member can absorb at one time, and what form that information must take in order to first attract, and then keep, their attention.Of the literally thousands of slides our firm receives for review and revision each year, almost all share the same basic problem: Too Much Information! TMI leads directly to too little retention. And to make matters worse, when your presentation kicks off with a bunch of TMI slides, you gear them up to
Here's what I've found after 5 years of asking these questions... 80% of sales people believed in majority these answers about sales people...
They're pushy
They tell lies
They are only interested in taking your money
They will tell you anything to get a sale
They're too friendly
They're not good listeners
You can't trust them...
Now, what were your answers?? Did they resemble any of these? Did you have any on them on the list?
If you did, your answer was similar to 80% of sales people.
In regards to your beliefs about sales people, let me know ask you 2 more interesting questions...
Are you describing yourself with your answers? (Yes or no?)
Are you a sales person? (Yes or no?)
Ask yourself these 2 questions over again.
What I've learnt from my experience is that people don't usually describe themselves when thinking about their beliefs about sales people. And do you know why?
Because they have an identity problem with being a sales person! They don't honestly believe they are a sales p
I do not claim that I have already succeeded or have already become perfect! I like that quote from Philippians. It is a very accurate reflection of the principles of quality improvement—always try to provide a better product or a better service. Learn from the data of the past but keep your eye on the better future.There are so many areas that can be improved in healthcare because it is so complex. Let me illustrate three representative situations, though. Perhaps they will trigger an idea in your mind where you might want to begin a new project or improve on one you have already begun.--Collaborate more closely with the patient.
They're not good listeners
You can't trust them...
Now, what were your answers?? Did they resemble any of these? Did you have any on them on the list?
If you did, your answer was similar to 80% of sales people.
In regards to your beliefs about sales people, let me know ask you 2 more interesting questions...
Are you describing yourself with your answers? (Yes or no?)
Are you a sales person? (Yes or no?)
Ask yourself these 2 questions over again.
What I've learnt from my experience is that people don't usually describe themselves when thinking about their beliefs about sales people. And do you know why?
Because they have an identity problem with being a sales person! They don't honestly believe they are a sales p
With client expectations higher than ever before, and the gradual industry recovery ahead, consulting firms will need to focus more than ever on carefully identifying and serving the right clients.Based on a recent interview with Brad Smith, VP of Research at Kennedy Information Inc., industry growth data prove that this is a great time to “niche thyself” and capitalize on targeted industry opportunities.Consulting industry growth has been declining for three years, and more consolidation is ahead. According to Smith, “Systems integration and consulting industry growth is expected to grow only 1% in 2004, 3% in 2005, and 4% in 2006.”rs? (Yes or no?)
Are you a sales person? (Yes or no?)
Ask yourself these 2 questions over again.
What I've learnt from my experience is that people don't usually describe themselves when thinking about their beliefs about sales people. And do you know why?
Because they have an identity problem with being a sales person! They don't honestly believe they are a sales person, even though they stand in front of customers, talk to them on the phone, or take their money every day. Question 2 is the reality check. If you truly thought of yourself as a sales person, why weren’t you describing yourself??
What happens is, people don't want to become a person they don't like in order to sell and so they don't believe they are sales people, even though their role is talking to customers.
I guarantee you customers think anyone who can take their money, or listen to them talk at all on anything, should be trained in sales or customers service at least... don't you think this way when you're a customer?
What ever you believe to be true on any subject, you will have good cause to be right in thinking. That’s the hardest part.
Are there pushy sales people who just want to take people's money, of course there are, but they are a minority, the vast majority of sales people don’t even believe they are sales people!
So here's the lesson and the benefit to you in summary...
Until you believe you are a sales person you will never increase your sales, or selling skills, as you don't want to become a lowly thought of person. You won't truly learn anything effective about selling until you believe you are a sales person.
Now the news gets even worse! If 80% of sales people (which is the number I have found after 5 years of training people) think very poorly of sales people, what do you think the average person in the street thinks of sales people??
No, their beliefs are not th
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