One of the most important keys to sales and persuasion is the understanding that when you find someone’s Gap (ie: the difference between where they are now vs. where they want to be, or could be) you then have the power to help them make a change. So many salespeople want to immediately start talking about themselves, their product, or their service – and they do it with great enthusiasm. The main problem is that they are enthusiastically persuading in the wrong way  - they miss this key understanding: People will only take action on something that is perceived to either: a) s... More
 
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I work with so many companies that WANT to have a great referral program (who doesn’t right?) – but spend very little time strategizing on how to create one.  When I ask them about their referral program, almost all business leaders will say “yes, we do get some referrals.” – and I always ask them the same question; “ok great, now what IS the strategy, how do you train it, and how do you manage it?” – of which, every time, I get a blank stare.  So, immediately, the business leaders declares “from now on, its MANDATORY that ALL sal... More
 
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