James Muir has some great advice for salespeople. His book, “The Perfect Close” offers a simple ask that is free of manipulation. But he also warns “Intent if more important than technique.” Listen and learn how to close with zero manipulation or pressure. Brilliant!
September 24, 2018Chris Lytle
To learn how to sell better, reflect on a positive experience you had as a customer dealing with a salesperson. I’ll share my famous “black pants story” to get you started.
April 30, 2018Chris Lytle
Sometimes I talk about sales techniques. Sometimes I talk about success in general. This is one of those times. Do your salespeople know what it takes to be successful? Here are a few ideas on that subject.
April 23, 2018Chris Lytle
Discover the technique of doing “motivational interviewing” to discover what already motivates a prospect. It’s a great concept and very simple to do. I tell you exactly what to say in this IST audio, which you can download below. I highly recommend the two videos I cite in this week’s session: How to Motivate Anyone in 7 Minutes or Less with Michael V Pantalon. And How to Persuade Others with the Right Questions: Jedi Mind Tricks from Daniel H. Pink. Both are short and add value to the discussion.
October 23, 2017Chris Lytle
You may have heard me say that you don’t have a business relationship until someone writes you a check. Here’s a close that will help you open more business relationships. And fast. We call this “Instant Sales Training” for a reason.
September 4, 2017Chris Lytle
Closing the sale will become easier and less stressful for you and the customer once you’ve listened to this Instant Sales Training session. You’ll get four new ways to think about closing in about five minutes. Not bad.
August 7, 2017Chris Lytle
These four words can slow down your selling process and add hours to your week. Find out what they are and what to say and do when a prospect says them to you.
March 27, 2017Chris Lytle
After a wait of 108 years, the Chicago Cubs are World Series Champions. “Embrace the Target” was the mantra manager Joe Maddon rolled out at the beginning of Spring Training. What did it mean to the players? That’s what you’ll learn in this session. What might embracing a mantra might mean to you and your sales team? Well, no more “lovable losers” for a start.
November 7, 2016Chris Lytle
Your prospects don’t have the same sense of urgency to buy as you have to get them sold. Instead of trying to create an artificial and manipulative sense of urgency, ask this one question. Help the client create the deadline for action and get a positive outcome for both of you.
July 5, 2016Chris Lytle
When you meet with a prospect there are only four outcomes that matter. Learn what they are and why you need to be better at setting pre-meeting objectives that drive the sale forward. Thinking "advances" instead of "closes" will ultimately help you close more sales.
June 13, 2016Chris Lytle
"Old School" sales training made closing the sale a high pressure affair for both the seller and the buyer. Not today. Discover new ways to think about closing and not closing in this session. This is mission-critical, career building advice.
June 6, 2016Chris Lytle
Sometime prospects tell you they’re interested in what you’re selling. But are they really? It’s easy for salespeople to get hooked on hopium and chase down prospects who never intend to buy. Separating real prospects from information seekers is the big idea behind this Instant Sales Training session.
May 4, 2016Chris Lytle
You thought the meeting went well. You had the answers to all of the prospect’s questions and concerns. But did you ask the most important question? Find out what it is and why it works in this Instant Sales Training session.
February 29, 2016Chris Lytle
Google’s mission is “to organize the world’s information and make it universally accessible and useful.” However, when I Googled “best sales closing lines,” I found some of the absolute worst closes ever. I tell you what they are and why you should never use them in this Instant Sales Training session. Good news, I did find a very good closing question that I’m adding to my repertoire today.
February 22, 2016Chris Lytle
Do your salespeople make the kinds of first-meeting mistakes I detail in this Instant Sales Training session? They’re easy to correct. Using more thoughtful, powerful first-meeting openers means more second meetings.
February 16, 2016Chris Lytle
Prospects and clients put up price resistance. Always! Too many salespeople face resistance one of two ways: 1) They give up too soon (flight). 2) They turn adversarial and defend their price and product (fight). Neither strategy is sound. Collaboration wins the day and the sale.
October 19, 2015Chris Lytle
See the cat in the cartoon? He just said one of the three words you should banish from your sales conversation. Why? Because he’s having a confrontation instead of a collaboration. You’re about to discover a much better way to deal with objections.
June 8, 2015Chris Lytle