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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By Griffin Hill on
11/10/2008 9:03 AM
For many people, including experienced sales professionals, writing an elevator speech is a challenging assignment. Some argue that it is much easier to actually engage the conversation than to write it.
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By Griffin Hill on
11/3/2008 8:58 AM
Scheduling the annual performance review harrows up memories of being summoned to the principal's office for a severe scolding.
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By Griffin Hill on
10/15/2008 8:43 AM
Just as Newton's laws of motion govern the momentum of objects, the laws of human performance govern the momentum of sales people.
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By Griffin Hill on
10/6/2008 8:36 AM
The next important step is to occupy that location. The third purpose of the Positioning Play is to help you occupy it, and the key principle of occupation is mass, so let's talk about how mass influences occupation.
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