Friday Faves – 6.10.16

061016Time challenges can create the most stress.  Lose a deal?  Well, there’s more in your pipeline and you can always prospect more. But time is a finite asset.  Some deadline pressure is forced on you, but the self-inflicted is what you need to control.  And make sure you save some for yourself – FUN matters!

Why the Hard Close Isn’t Working – Maybe this works for more emotional B2C sales like cars, but your decider is smarter, has more knowledge and is more sophisticated than ever. What will it take for you to buy TODAY simply won’t work.

Do Facts Matter? – Here’s where the tectonic plates collide.  You cannot sell without data, hard data, to support your argument, but people still like to buy from people they like and trust. Keeping the two in balance to satisfy the bean counters and end users is your challenge.

How the Best Sellers Treat Prospects – Expanding on the previous post.   So, what do you need to establish this sales buoyancy?

Lies You Tell Yourself About Writing – A comedian once said, “The most important thing in sales is SINCERITY.  Once you learn to fake that, you’ve got it made.”  Do we fake ourselves out?

Negativity Has No Upside – I spent some time with a senior executive yesterday, who is having a rough quarter.  You’d never know by his relaxed, confident and positive excitement about the opportunities he sees.  Glass half full in action.

Understand These 13 Customer Laws – Solid and logical.   Warren Buffett in a commencement address told graduates, “Don’t please your customers, delight them!”

Try better – Then, try harder.

 

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