By Griffin Hill on
6/22/2009 7:52 AM
Suppose you are out looking to purchase a new digital camera. You know you want one, you have saved up the money to buy and you make the trek to your local electronics store. While looking at the cameras a sales associate approaches and asks if you need help with anything. What is the default response to this question?
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By Griffin Hill on
6/8/2009 7:56 AM
There is a widespread belief that sales is an art and that sales artists are naturally born. Because of this, the world of sales has largely been the exclusive domain of so-called artists. And the prevailing belief has been that the art of selling could not be taught nor could the art itself be measured.
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By Griffin Hill on
6/1/2009 8:13 AM
For most people, the beginning of June marks the start of summer. Many have family vacations planned, little league games to attend, and possibly a family reunion to be a part of.
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By Griffin Hill on
5/26/2009 8:12 AM
In baseball, the catcher is responsible for making the pitcher look better than he really is. If a pitch drifts slightly off target, the catcher will catch the ball and move his glove so it appears the ball crossed the plate.
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By Griffin Hill on
5/18/2009 8:21 AM
Most people are aware of the phrase, "Prescription before diagnosis is malpractice." What this means is that a doctor should not prescribe medication or treatment until they have correctly diagnosed the problem.
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By Griffin Hill on
5/12/2009 8:17 AM
We’ve all had a productive sales meeting which was wrapped up by saying, "I’ll get back to you within the next couple of weeks." The problem with this begins when you return to your office with the intention of getting to work on a proposal.
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By Griffin Hill on
5/6/2009 8:38 PM
When a salesperson successfully advances the sales process with a Schedule the Next Event Play or Permission Play, they are awarded points in Griffin Hill's Sales Coaching Technology.
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By Griffin Hill on
4/13/2009 9:02 AM
It is important to remember that at this stage of the sales process, using you and your in the Benefit Play is too direct. For example saying "we help increase your sales," is too direct, it lacks finesse.
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By Griffin Hill on
4/9/2009 8:50 PM
The Benefit Play is the third play of the Case Open Routine. It is the bait that keeps the suspect's attention focused on what you have to say.
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By Griffin Hill on
3/31/2009 9:34 AM
Even though all of the Case Open Routine plays are designed to position the salesperson, the positioning play makes the first strong move in that direction.
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