There’s a joke about Lieutenant Rzhevsky, who asked the hussars for advice on how to attract a lady. They suggested he first pay attention to the lady or her accessory, then talk about the weather, followed by music. Only after that should he gently transition to the topic of a Continue Reading
There’s no money!
“There’s never enough money” is a sentiment shared by almost everyone. There’s a statement, for which a Nobel Prize in Economics was awarded for its mathematical proof, that says: “A household spends not the money it has received, but the money it plans to receive.” We don’t go to the Continue Reading
On Dealing with Objections
Every sales training includes a section on “Handling Objections.” I should clarify— not every training does, mine doesn’t. Why is that? To start, let me remind everyone of the joke about a man who was mowing the grass in flippers with the dull end of a scythe, breathing through a Continue Reading
Tower Defense in the brain
Each of us has an internal defense system against bad news. This system helps us maintain a positive mood, prevents our nerve cells from dying for no reason, and generally keeps us on the right wavelength. The main issues faced by unhappy people are often related to a malfunction of Continue Reading
A little practice on how to make a bullet out of shit.
An employee from the company I consult for called me and asked a few questions, the answers to which I want to share here, as the feasibility of the recommendations has already been tested in practice. Here are three examples of how to turn a completely hopeless situation to your Continue Reading
Solvers and butts
You sometimes find yourself meeting with the key person in the area you need. For example, the head IT specialist when you’re selling IP telephony, or the chief engineer when you’re selling a ventilation system, or the HR manager when you’re selling an employee evaluation system. And you feel like Continue Reading
How to make the concierge in the building recognize you (and your apartment) among others.
Give her a chocolate bar. People often overlook simple recipes for achieving their goals. They often choose an ineffective path that provides a sense of self-satisfaction instead. Nurturing one’s ego brings immediate gratification from the feeling of dominance. But, in reality, you need people to look out for you. In Continue Reading
On time management in sales or the “backward” game
I won’t theorize about time management or sales here. I’ll simply talk about cause-and-effect relationships and how they are present in any discussions about time management. Then I’ll show that, honestly, the key in sales is to learn how to analyze chains of events “on the fly.” So, let’s consider Continue Reading
How to properly close deals
Especially in complex sales. As I hinted at in… article about overcoming objections and illustrated it with an example in the article about that how to get married There is a sales technique where the client articulates the benefits of the product during a meeting with the salesperson. For this Continue Reading
The main problem of sellers
It is now believed that to sell effectively, one should not push products but rather engage in “consultative selling.” All salespeople have rushed to study this approach, attending training sessions where they learn to ask the right questions and are trying to apply their new skills. However, in the phrase Continue Reading