Thu Jun 08, 2006
Top Sales Cliches
There is a saying that when all you have is a hammer, everything looks like a nail. The underlying idea is that given the choice of only one tool, you’ll probably try to use it in inappropriate situations. The problem with many sales scripts is that they’ve become cliché’s, phrases repeated so often, that they make prospects shy away because they know they’re being sold. The more savvy the buyer, the less effective cliché’s are with them.
Here are the top five sales clichés that keep otherwise effective salespeople from performing at their best.
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Thu May 18, 2006
How To Manage Conflict
We usually think about conflict as something to avoid at all costs. It’s true that conflict can cause stress, damage interpersonal relationships and be a barrier to productivity within a group. But conflict also has some positive consequences. For example, it can help to test faulty assumptions. If we overemphasize the importance of everyone “getting along,” we’re in danger of stifling any dissent and creating only an illusion of unanimity.
We have to realize is that Conflict is a normal function of human interaction. If your goal is to avoid conflict, you might as well try to avoid using nouns and verbs in sentences. Anytime people interact with one another, they’re eventually going to have interests that don’t coincide. When that happens, you have conflict.
Avoidance is a strategy, but only one of many. Here are five different strategies for managing stress. Once you realize conflict is unavoidable, and that you have tools to manage it, you’ll be better prepared when it does surface.
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Thu May 04, 2006
The 3 Paths To Persuasion
The word persuasion has a reputation it doesn’t deserve. Many people tend to associate it with advertising, propaganda or downright manipulation. On the contrary, in our interactions with others persuasion is one of the most useful tools at our disposal. Used ethically, it is at the very heart of healthy interpersonal relationships.
After all, let’s look at the alternatives. If we define persuasion as the act of moving someone to a course of action, think about some of the other ways to accomplish that goal. There’s coercion, bribery and threats. None of these is ethical and none can sustain the trust necessary in a relationship. When you persuade someone, you make a compelling case for your position. People who are persuaded, choose to agree with you.
In this program, you’ll learn the three paths to persuasion, some strategies about when to use each and some techniques that will make you more effective.
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Thu Apr 20, 2006
Localizing The Global
I’ve had the opportunity to deliver, coach and witness numerous international presentations. This experience all points to one lesson—in addition to the careful preparation required for any presentation, those for an international audience demand extra attention.
In any presentation, one of the keys to success remains a focus on the audience’s frame of reference. However, when that audience is international, you’ll need to step out of your own frame of reference and focus on making the presentation salient for your target group. The saying “When in Rome, do as the Romans do” is excellent advice. The goal is to “localize.” Here are five key areas where you can apply the localization principle:
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Thu Apr 06, 2006
Word Choices That Win Business
One of the keys to increasing sales is creating a good first impression. When you sit down with a prospect, one of the strongest impressions you’ll make is the language you use during the sales process. Even when you’re acting on a referral, the wrong interaction can quickly destroy all the hard work you’ve put into building your business. It may not be fair, but many times, it’s all the prospect has to go on. That means these interactions take on a significance that extends far beyond the moment. Have you noticed some of the word choices you make when you talk with prospects? Here are five ways you can immediately begin to improve your language, and in the process, differentiate yourself from others. More...
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