Archive for February, 2011

Money is the Courage of Mankind

February 23, 2011


Isn’t it interesting how the topic of money, or the cost of something is usually the last thing salespeople want to talk about? I guess they like to save the best part for last. As salespeople we seem fine with putting off the discussion about money until the very end when we feel that we’ve built up enough value in the mind of our prospect so cost doesn’t matter. When that doesn’t work we fight like crazy to overcome price objections. If we only had courage to talk about money up front then we could spare ourselves the pressure with overcoming objections. Why do salespeople prefer to hide behind a bush rather than talk about money with sales prospects?
Let me try and answer my own question…
If you are desperate for a sale, you will see the cost of your product as a potential ‘deal-killer’. It’s amazing how sensitive we become to the subject of money when we think we’re broke.
Losing YOURfear of money‘ is what makes you an excellent sales prospector and negotiator. Face your fears head on. Talk about money up front and ask your prospect about their budget, or the cost of the problem they have. How much, or how little money you have in the bank should not determine how you execute a sales call. Your prospect knows a desperate salesman when they hear one so stop sounding like you’re poor! Have the courage to talk about money up front.
You miss 100% of the shots you never take. If you don’t have the courage to ask for money you’re unlikely to get any of it…


Don’t Be Shy…

February 4, 2011

When you speak to complete strangers are you nervous? Are you afraid to tell people how you really feel? If so, there’s a very good chance your trepidation about talking to people is hurting your sales, and possibly your career.
Any inability to a start conversation with someone has the potential to keep you on the outside looking in, and over time builds an obstacle to your getting ahead in the business world. Speak up!! You’ve got absolutely nothing to lose by asking prospects for more of their attention to discuss the possible fit for your product or service. By rule; If you don’t ask – you don’t get.
Think of prospecting in terms of asking someone for 10-seconds, or 10-minutes of attention. It’s that simple. Stop jabbering about the product value. They’re really not interested. If you struggle like most people do with starting conversation about things other than business, I suggest you pick up a copy of Leil Lowndes book, ‘How to Talk to Anyone. How to Win Friends and Influence People‘ by Dale Carnegie is another great read. It makes absolutely no sense in this current economic climate to remain anonymous. Stand up and be recognized – eventually someone will buy, or hire you.