By Griffin Hill on
2/23/2009 1:04 PM
In the hundreds--perhaps thousands--of books written on the topic of sales, mechanisms of measurement have been woefully inadequate - until now.
Read More »
|
By Griffin Hill on
2/16/2009 12:52 PM
The main purpose of sales plays is to put the odds in favor of a successful conclusion. For sales people, increasing the odds of success means closing a higher percentage of business.
Read More »
|
By Griffin Hill on
2/10/2009 12:36 PM
Every veteran sales person has worked with an unqualified suspect. Because these suspects meet a predetermined buyer profile, sales people continue to believe they are potential buyers. Even though the sales person believes there is potential, they are unsure about how to qualify a suspect.
Read More »
|
By Griffin Hill on
2/2/2009 12:25 PM
Questions are an excellent way to invite the suspect into conversation. The questions you ask when you first make contact are conversational questions.
Read More »
|
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.
Read More »
|
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.
Read More »
|
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.
Read More »
|
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.
Read More »
|
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.
Read More »
|
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.
Read More »
|