Salespeople who think they have to “handle” and “overcome” objections to make the sale often increase buyer resistance. There’s a kinder, gentler and more effective way to deal with buyer objections. Take a few minutes to listen and see if you agree.
April 8, 2019Chris Lytle
There is nothing worse than having a prospect who’s “interested” but not willing to commit to a next step. Salespeople who leave a meeting like that have “failed.” I am quoting Mike Weinberg, author of New Sales. Simplified. And I agree wholeheartedly with his assessment.
March 11, 2019Chris Lytle
We know we shouldn’t pressure the buyer. But what if we’re under pressure to sell, make quota and keep our sales job? I quote a couple of experts who talk about selling at your best and the importance of relaxing and enjoying what you’re doing. Who know. Dr. Bob Kriegel’s short video “Don’t Let the Gottas Get You” is must-see sales training TV. Play it in the sales meeting.
January 21, 2019Chris Lytle
Buyers notice when you stop the chit chat and start the pitch. Your tone of voice changes and so does your facial expression. What makes a sales pitch sound like a sales pitch? And why do buyers find it so irritating? Find out fast and take corrective action.
November 26, 2018Chris Lytle
“I want to think it over” is a stall. It can stop whatever sales momentum you had cold. “I’m interested, but call me next quarter” is another stall. Getting a “no” at this juncture is better than getting a continuation. Learn exactly what to say to convert a stall into an objection you can do something about. Maintain the momentum of that sale. Memorize these answers. You’re going to need them throughout your sales career.
October 1, 2018Chris Lytle
The last page of your proprosal is the wrong page to put your price. Listen to an inspiring the story of a successful sale that started with the investment on page 1. This idea works over and over again. Are you and your salespeople using it?
July 30, 2018Chris Lytle
Objections can cause you salespeople to lose their footing and say all of the wrong things. What if there were one answer to any objection they are likely to face? Would you want them to know about it? What are you waiting for? Download this now.
January 29, 2018Chris Lytle
Chris Voss is the retired FBI hostage negotiator who has started a business to teach negotiation. Never Split the Difference: Negotiating As If Your Life Depended On It is his compelling book. It’s important that you know about it. See Chris Voss in action in this video as he talks about his book at Google.
November 6, 2017Chris Lytle
There are three money lessons salespeople need to learn. The sooner they learn them the more effective they will be. That’s a promise.
April 3, 2017Chris Lytle
Salespeople can win an argument and lose the sale. Becoming emotionally involved in the sales process can cost you. When you send this to your salespeople, include this LINK to the Jeff Thull video I refer to. This Instant Sales Training session carries a wicked one-two punch. But don’t duck.
March 20, 2017Chris Lytle
If you want your salespeople to be more persuasive, then this will help. Successful salespeople and leaders give off three “vibes.” Discover what they are in this short, but thought-provoking Instant Sales Training session. For extra credit, this TED talk reminds us of “The Hidden Power of Smiling.”
February 6, 2017Chris Lytle
You can contract a company to interview people who bought from your salespeople (or didn’t buy) to find out why you won (or lost) the business. Only 10% of companies do a win/lose analysis. Imagine how useful that information could be in winning the next opportunity. Cian McLoughlin is the CEO of Trinity Perspectives, a firm that does win/lose analyses for Fortune 500 companies. He has learned a lot about what traits winning salespeople possess and what the losers do wrong. Listen, learn and discuss. (There are two slides.)
January 16, 2017Chris Lytle
Just about every salesperson puts the price on the last page of his or her proposal. You can immediately differentiate yourself by putting your price on page 1. Find out why daring to do this can be a better way sell.
October 24, 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
You can make (or lose) money faster when you’re negotiating than any other time. I share one of my favorite negotiating gambits from my go to guru on negotiation, Roger Dawson.
April 18, 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
It could happen. You contact a prospect who has a bad experience with your company. Or a bad experience with the salesperson who came before you. Instead of defending yourself and your company, simply ask the question you’re about to learn.
September 2, 2015Chris Lytle
It's important to know what a client wants. It's even more important to know why he wants it. Listen to this real world example of investigative negotiation by Negotiation Genius authors Deepak Malhotra and MAx Bazerman. You're one word away from becoming more of a negotiation genius.
July 27, 2015Chris Lytle
One of our customers listened to this interview on the plane. He was flying out to meet with a banker who is a notoriously tough negotiator. He called to say that he asked for and got a concession he wouldn’t have asked for if he hadn’t listened to and acted upon Roger Dawson’s information.
July 21, 2015Chris Lytle
If at all possible, don't negotiate -- as it always requires compromise, which costs. In this video, Alan McCarthy talks about his 10 rules of negotiation. Watch the video, then think about how you can use these tools to be a better negotiator.
July 20, 2015Chris Lytle
The best insights and freshest thinking about negotiation come from Stuart Diamond, author of Getting More: How You can Negotiate to Succeed in Work and Life. According to Diamond, successful negotiation comes down to People, Process and Substance. As I watched Stuart Diamond’s presentation, it reinforced my belief that if I understand someone and where they’re trying to go, I can position what I sell in a way that matches the pictures in their heads. Watch the presentation he delivered at Google and see if you agree.
July 13, 2015Chris Lytle
In the bestselling book, Getting to Yes, authors Fischer, Ury and Patton give strategic advice on how to negotiate successfully. As long as you are polite and respectful of "people" issues, negotiating should strengthen a business relationship even when you disagree about substance. Quit trying to fight for your position. Focusing on solving the problem and watch your negotiation take on a different life.
July 6, 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