By Griffin Hill on
1/26/2009 11:18 AM
When it comes to scheduling appointments, old school sales techniques recommend manipulation. The decision of a suspect is manipulated by giving them a choice between two yes answers.
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By Griffin Hill on
1/20/2009 11:13 AM
As a human performance scientist, I have learned that humans only perform to deadlines. One of the reasons that deadlines influence behavior is that deadlines define and clarify responsibility.
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By Griffin Hill on
1/12/2009 11:04 AM
The language of the schedule the next event play sets the agenda for the meeting and makes the appointment meaningful.
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By Griffin Hill on
1/5/2009 10:57 AM
If you complete a sales appointment without scheduling the next event, your own schedule - the demands on your time and attention - become added friction to the process.
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By Griffin Hill on
12/22/2008 10:50 AM
In sales, holding a meeting is activity, but only the outcome of the meeting determines if it was a worthy performance.
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By Griffin Hill on
12/15/2008 8:48 AM
When a sales person delivers exactly as promised, the trust extended by the customer is proven. When promises are proven, satisfied customers become ambassadors for the sales person both internally to their own organization and outside of their organization to a larger circle of influence.
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By Griffin Hill on
12/8/2008 8:44 AM
When you offer a specific proof it is more believable. Specificity also makes your proof verifiable. There are several ways to make your proofs more specific and more believable.
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By Griffin Hill on
12/1/2008 8:42 AM
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By Griffin Hill on
11/24/2008 8:22 AM
After two decades of research, I have discovered that five categories offer the most efficient description of genuine benefits. The five categories are pain relief, preservation, pleasure, profit, and prestige.
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By Griffin Hill on
11/17/2008 10:52 AM
As long as we talk about our products and services in this context we are talking about US. We think we have shifted our attention to focus on the suspect, but in reality we are still focusing on US or OUR perceptions of how good WE are.
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