"If
you want money simply go find someone with a problem and help them solve
it."
- Steve
Chandler
Here
are two great articles by Steven Meyer in Forbes magazine about
"sales". Remember we are all sales people persuading and
serving all day long.
The first one is about the power of visual communication
and how it works for sales people in selling situations and leaders in tracking
goals and measuring performance.
The second is about how to present your price and get the
most for the value you deliver.
Persuasion: Fascinating Study Shows How To Open A Closed Mind
by Steven Meyer - Forbes
What's the best way to persuade people whose beliefs
stand in the way of the facts?by Steven Meyer - Forbes
Let's do a role play. I'll be the entrepreneur. You be the jerk investor who hates my idea.
I need to persuade you I've invented a better mousetrap. But you, the expert, know that mousetraps are so over.
The facts say you're wrong. Mousetrap sales are on the rise. You could look it up yourself. But you won't, because you already know you're right.
So how do I convince you, the know-it-all-skeptic, that
I'm right and you're wrong? Should I:
- Explain it to you in
simple-to-understand words?
- Show you a chart?
- Praise you for your
open-mindedness and then explain it to you?
Read Full Article
The No. 1 Reason Why Salespeople Leave Money On
The Table
Steve J Meyer - Forbes
Steve J Meyer - Forbes
Salespeople talk too much.
In an earlier article, I discussed a
study suggesting salespeople would be more persuasive if they relied more
on visuals than words. Here we'll talk about what's perhaps the most likely
point in the selling process where salespeople say too much - and trigger
the price bully that lurks in every buyer's heart.Courting is a little like sales, right? Imagine you're a guy who's been dating a woman for some time and you decide to propose. You want to close the deal. So you buy her a ring and take her to a nice restaurant. As you hand her the ring, you lay out, like bullet points, the five reasons you're the guy for her.
What she wants is for you to let the ring, and the
sincerity expressed in your misty eyes, do the talking. Laying out your value
proposition at this point seems like desperation, or doubt. She's thinking,
"After all that courting, why does he think he needs to convince me? Or is
he not convinced himself?"
How many times have you seen salespeople,
just before a close, try to justify their price by revisiting the key benefits
of their product or service?
Regards,
Rick