Sales Recommendations (presentations)
A couple of TV networks wouldn’t air a new Bud Light commercial because it allegedly dis-paraged Miller Lite. This came after the same networks rejected a Miller Lite commercial that apparently maligned Bud Light. Maybe I’m jaded because my adult beverage...
Questioning, Sales Recommendations (presentations)
A bigger sport in the US than soccer is listening to the debate between soccer fans and non-soccer fans. It can get quite heated. Like political conversations. I admit, I fall into the non-soccer fan category, but I’m trying to leave. I am one of the bigger sports...
Questioning, Sales Recommendations (presentations)
A huge sales process will be taking place soon. Several organizations will be going after the same target. The one who gets the sale will actually end up PAYING over $22 million dollars to the buyer. The buyer is LeBron James, and the seller is the team that sells him...
Sales Recommendations (presentations), Unique Value Proposition
In my Smart Calling training programs with clients and sales reps we invest a lot of time ensuring that our messaging is laser-focused on the recipient and his/her world. That is the only way to carve through the ever-growing glut of noise we are bombarded with by the...
Sales Recommendations (presentations)
In the great book, “Influencer-The Power to Change Anything,” the authors (there are five) share information that can have tremendous effects on our influencing success using the phone in sales and prospecting. To illustrate the main point, let’s look at an...
Sales Recommendations (presentations)
What’s with the title? You’ll see. In a previous post I shared how you can supply questions to your prospects that they can ask of your competitors which will actually provide answers that position you as the better choice. This week, I have another...
