In the upcoming movie SHAZAM the classic story of Billy Batson is retold. Billy, a troubled orphan, displays his inner goodness and is chosen to possess the power of Solomon, Hercules, Atlas, Zeus, Achilles and Mercury!
Billy simply has to say SHAZAM and is struck by lighting and imbued with superpowers. However, is there a real Magic word like SHAZAM for Salespeople? (more…)
I recently came across the Hypnotist Marshall Sylver’s video on YouTube and was intrigued to watch him work his craft. I was curious to see if there were any techniques that might carry over to the sales game.
I was surprised to find that he actually performs at some venues and then returns to conduct his seminar where he teaches the sales techniques he gleaned from his hypnotist training and experience.
Most sales people can pick up Don Draper’s reverse sales technique in the famous Mad men Lipstick Pitch. However, there is another powerful marketing concept silently influencing Sterling Cooper Draper Pryce’s prospects that builds know, like and trust!
Watch the film clip and try to guess the secret behind Sterling Cooper Draper Pryce’s nonverbal selling concept! Then read my answer below! (more…)
Closing is the toughest part of the sales process and one of the reasons is because most companies are engaged in marketing the opposite of what some buyers think they need. In many business verticals the buyers have their own opinion about how a service should be delivered, provided, designed etc.… Most of the time these are hack opinions that are simply wrong headed and won’t serve their interest or help them meet their objectives.
This is where salespeople find themselves between the horns of a dilemma in the sales game because they have to choose between making a quick sale by giving a prospect what they want, even when it’s known not to help the prospect. Or they can try to reason and persuade a stubborn buyer, that ‘thinks’ they know exactly what they need, to change their mind; but risk losing the sale. (more…)