You probably get this question many times. What do you do? Maybe you reply by your job title. You are missing an opportunity to sell more. Why you should sell a higher purpose. In a recent Harvard Business Review Article: How an Accounting Firm Convinced Its Employees They Could Change the World, Bruce N. Pfau, Ph.D. KPMG’s Vice Chair of Human Resources and Communications … [Read more...]
Archives for October 2015
What a menu teaches you about persuasion
Who knew that restaurant menu words can impact the price of a dish? And, every letter counts. Author Dan Jurafsky wrote the book The Language of Food: A Linguist Reads the Menu. I was fascinated to learn that every increase of one letter in the average length of words describing a dish is associated with an increase of 18 cents in the price of that dish. Who knew? … [Read more...]
Women Experience Subtle Discrimination at Work
Just imagine you were working in an organization and you were being marginalized. Only you didn’t know it. Women are often unaware of the subtle discrimination at work. I was meeting with a prospect. He told me that as a manager his subordinates would often suggest that he golf with them. Not wanting to show any favoritism, he would suggest that the group golf together. In … [Read more...]
Sales Awareness
Recently at a conference, I moderated a panel discussion of successful business professionals. One sets strategy and vision for a $2billion IT company. Two are serial entrepreneurs, one of whom just sold his company for millions. The last is a CIO at a multinational company. What they said will give you insights to be the best sales professional. Do you go to or away from … [Read more...]
Lost Sales: 3 Reasons Why You’re Not Selling Today
Here's a check to avoid lost sales. 1. You have no sales strategy plan. Think about your preparation for your last sales call. Did you plan the questions you would ask your prospect? Maybe you did. Were they strategic in that they helped uncover customer problems, needs or wants that could be solved by buying your products or services? Congratulations if you did. A strategic … [Read more...]
If you need a laugh today…
Some selling days are harder than others. When things are turning out differently than you like, those might be the days that you need a good laugh. Hope you enjoy this post: From a Texas Mom - Some things I've learned from my little boys: * A king size waterbed holds enough water to fill a 2000 sq. ft. house 4 inches deep. * When you hear the toilet flush and the … [Read more...]