Mindfull Selling

Far too often as sales people we are so focused on getting the deal or communicating our message that we don’t hear the comment that sold the
deal. Then we talk ourselves out of it.

Typically what has happened is even though we put on our consultative selling skills and asked questions and “listened”, we allowed our thinking to get high-jacked. We heard something and while the
buyer was talking we allowed our thinking to chase down a …

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It Really Isn’t About You

You submitted your RFP Proposal and they’ve called for a demonstration. So you pull out all the stops. You are prepared to tell them all about your firm how you’ve
been in business forever, how you represent X% of the industry and all the awards you’ve achieved. If you do this you’ve lost the deal.

Remember the selection process is not about you. It is about the buyer.

What are the issues they are …

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I could never sell…

Recently at my weekly Toastmaster meeting one of our members asked me what I do. She then said, “I could never sell, I can’t lie.” Say WHAT!

This disturbs me, because throughout my career in sales I have made it a point to develop credibility and reliability. My customers can be assured that what I tell them is so and that I will deliver
what I promised. They won’t be surprised. Most of the sales professionals I know feel the same way we are committed to the …

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The Craft

I came across an article today that I have been carrying around for a couple months. It is a review of two books on selling. The article is Titled, Selling Ice To Eskimos; April 17, 2012, The
Economist.

The writer points out (correctly) that, the profession of sales is changing. The old days of visiting with the sales executive for industry news and product information have been replaced. The
Internet is now a major conduit of information. I can learn about features and benefits online (if the firm has decided to tell me …

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Mindful Selling

Far too often many sales people are so focused on getting the deal or communicating their message that they don’t hear the comment that sold the deal. Then they talk ourselves out of it.

Typically what has happened is even though they put on their consultative selling skills and asked questions and “listened”, they allowed their thinking to get high jacked. They heard something and
while the buyer was talking they allowed their thinking to chase down a thread of thought. Perhaps they heard the buyer start talking about the challenges she is …

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