People buy the way you sell before they buy what you sell. Your salespeople need to have what Lee Salz calls “personal value differentiation” so customers are eager to do business with them and not just your company. Make sure they know how to make that happen.
June 17, 2019Chris Lytle
“The Improv: 50 Years Behind the Brick Wall” is a documentary I consider a great sales training film. Some of the great comics of our time describe how they started at The Improv and, finally, made it big. What does it take to make it big in comedy? Time and “putting in the work.” Do your salespeople know that sales success takes the same things? Somebody should tell them.
October 15, 2018Chris Lytle
This is the way highly paid consultants get customers to reveal their problems. If you want to be a more consultative salesperson implement this idea. You’ll impress your prospects and maybe even yourself.
August 27, 2018Chris Lytle
Making bad PowerPoint slides is easy. And bad visual aids lead to bad presentations. Find out how to make massive improvements in your slides and your presentations. You will immediately differentiate yourself from the competition with this new knowledge.
May 30, 2017Chris Lytle
You can’t tell salespeople to listen better. Rather, have them do this powerful listening exercise that I describe in the MP3 at your sales meeting. Let them experience what better listening feels like and, then, let them tell you how they can listen better during their scheduled sales conversations.
May 22, 2017Chris Lytle
When you break out the media kit or the product literature, you risk having a meeting that is more interesting to you than to the prospect. You’ll avoid dry meetings make more sales when you minimize talking facts and figures and inject some emotion into the meeting.
January 9, 2017Chris Lytle
Trust me. Your best visual aid isn’t a PowerPoint slide deck or a folder full of product literature. What could it be? Curious? You’ll know what I think it is in a couple of minutes. Let me know if you agree with me.
December 5, 2016Chris Lytle
When I was doing 130 six-hour seminars a year, I asked this question to audiences all over the world. It has always energized them. And it helps people fall back in love with their sales jobs. No sales technique or tip will help them more than answering this question. No kidding.
September 26, 2016Chris Lytle
Too many proposals are all about the salesperson and his or her company. Discover how to do a quick proposal makeover in this Instant Sales Training session. You might want to ask your salespeople bring their most recent written proposal to the meeting to see it might be improved with one little change.
July 19, 2016Chris Lytle
"Nobody performs better under pressure." That’s what the research of the authors of Performing Under Pressure assert. Discover how to see pressure as an opportunity rather than a threat. That’s what top performing athletes and businesspeople do.
July 11, 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
Your salespeople will sell more when they are able to get the prospect to start focusing on something besides price. Like what? Like the things they’ll learn about in this Instant Sales Training session. You’ll also learn the identity of the young man in the picture.
January 11, 2016Chris Lytle
If you can predict what your prospect is going to say when you make a statement, you increase your power and odds of success. That’s what author/trainer Eric Lofholm suggests. See if you agree with the idea that having proven sales scripts make sense. For extra credit, watch his short YouTube clip.
December 21, 2015Chris Lytle
Do you know how many unnecessary words you use? To be perfectly honest, you shouldn’t use a phrase like to be perfectly honest. Ever. If you want to know why, then listen to this knowledge bite. Apply the learning. You will be more credible, authoritative and successful. Soon.
August 5, 2015Chris Lytle
Year after year in survey after survey, the number one thing buyers dislike about salespeople is lack of preparation. “Learn about my business,” they beg. “Don’t ask the obvious questions,” they implore. Of course, you are different. You’ve done your pre-meeting research. But will the client value that? This magic phrase will help.
June 15, 2015Chris Lytle
When Chris's United Mileage Statement for April arrived in his email, it prompted this Knowledge Bite. Airlines know something about customer loyalty. Business travelers don't get many low fares, but they get perks. Every customer wants to be important, but do they know what "the price of importance" is at your company? They will after you have the conversation with them.
June 1, 2015Chris Lytle