By Griffin Hill on
3/23/2009 8:13 AM
Players who look and act the part are more credible and more convincing. In the same way a talented softball coach makes a snap judgment about the skill of a softball player by the way she looks and acts, a suspect makes immediate decisions about the sales person and the product she represents.
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By Griffin Hill on
3/16/2009 8:43 AM
Rapport is essential to communication. Without rapport, people don't connect and communication is not meaningful or complete.
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By Griffin Hill on
3/12/2009 8:26 AM
How do you know if your Case Open Routine is effective? Successful completion means you stimulate interest and the suspect gives you permission to advance to the next stage of the sales process.
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By Griffin Hill on
3/2/2009 9:10 AM
It is important to have a good elevator speech because you only have a few words to grab your suspect's attention and move them forward in the sales process. The first 60 words you speak are more important than the next 6,000!
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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.
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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.
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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.
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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.
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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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