http://www.salescoachinglive.com/blog/category/negotiating-closing/ Blog categories... http://www.salescoachinglive.com/barrycaponi/blog/want-another-chance-to-follow-your-new-year-s-resolutions-2/ http://www.salescoachinglive.com/barrycaponi/blog/want-another-chance-to-follow-your-new-year-s-resolutions-2/ Thu, 31 Mar 2011 13:10:28 +0000 Barry D. Caponi http://www.salescoachinglive.com/barrycaponi/blog/want-another-chance-to-follow-your-new-year-s-resolutions/ http://www.salescoachinglive.com/barrycaponi/blog/want-another-chance-to-follow-your-new-year-s-resolutions/ Thu, 31 Mar 2011 13:09:51 +0000 Barry D. Caponi http://www.salescoachinglive.com/soneil/blog/the-10-types-of-closers-which-one-are-you-let-s-talk-b2b-sales/ We wrote a blog a few weeks back (blog.venderepartners.com around which type of closer are you. I wanted to share it with the group. A bit comical but...
1. Jack Rabbit Closer

* Talks a mile a minute
* Neverending enthusiasm and excitement, which rubs off on sales prospects
* Knows what makes himself tick
* Always on the go

2. Turtle Closer

* "Good old boy" attitude
* Air of honesty, integrity, and good intention
* Acts like an old friend of the prospect
* Credible
* Moves in slow, deliberate motions that lull the prospect to sleep - and into a sale

3. Positive Closer

* Acts like everything is great
* Crisp and sharp
* Sees the "good" in a person or situation
* Builds the prospect up so they have an "I can't lose with this guy" attitude
* Can make others feel happy by radiating good thoughts and positive attitude

4. Negative Closer

* He's a sleeper type
* Maintains an "I don't care" manner
* Master of the "takeaway" with a take-it-or-leave-it attitude
* Often gets the sale because the prospect perceives that he is holding back on some secret deal
* Allows prospect to play mind games with themselves
* Classic "country fox" type

5. Jolly-Golly Closer

* The clown of the bunch
* Happy-go-lucky and quick with a joke
* Gets customers placid and off-guard so they never know when he's going to close
* Prospects love him
* Prospects never realize he is selling them at all

6. Magic Man Closer

* Consummate showman
* Keeps prospects off-balance and not knowing what to expect
* Always says engaging and amazing things, with antics and an occasional play-on-words
* Keeps prospects fascinated, almost spellbound with his personality
* Uses lots of impactful sayings and buzzwords

7. Razzle-Dazzle Closer

* Always has the "special deal," the backroom deal no one knows about
* Can put together a "package deal" in no time at all
* Outwits other salesmen
* Switching, maneuvering, and confusing until no one can really pin down where he stands on a subject
* Master of words, double-talk
* Intellectual

8. Psychological/Methodical Closer

* Thinker/problem-solver type
* Logic is his tool of choice
* Knows his prospect inside and out and can dissect their mind in a matter of minutes
* Can play mind games on prospect objections
* Deftly overrules prospect's thinking
* Analyzes the situation before making his move
* Versatile, intelligent, often serious
* Works well closing professionals

9. High-Roller Closer

* Quick to show how he got to the top and the fruits of his labor
* Flashy
* Master of intimidation
* Uses props and knows his business well
* Prospects buy from him because the psychology is such that they feel equal to him when they buy
* May end up burning someone if they don't see things his way

10. College Joe Closer

* "Lost son" type
* Consciously, he looks the part
* Uses honesty, sincerity, and innocence to close
* Looks like he wouldn't try to sell anything to anyone unless it was indeed a fantastic deal
* Seems too "clean" to be a mean old sales-y type
* Well-mannered and polite, which keeps prospects at ease]]> http://www.salescoachinglive.com/soneil/blog/the-10-types-of-closers-which-one-are-you-let-s-talk-b2b-sales/ Wed, 23 Mar 2011 16:12:44 +0000 http://www.salescoachinglive.com/bfarmer/blog/opinions-everyone-has-one-at-least-one/ I have often heard that opinions are like anal orifices, everyone has one! The fact is that just like parts of our own body, we not only have opinions...
Our ownership of opinions is absolute regardless of the facts!! Two plus two always equals four. New York City is the largest city in the United States. San Francisco is on the west coast. These are objective facts.
Red is better than blue. Chicago is a more dynamic city than LA. The Packers should win over Minnesota (said before the season begins). These are ALL opinions and their truth lies solely in the eye of the beholder.

Before we enter in a discussion about what is “Better” for someone we care about, we need to take a minute and review what their opinions and beliefs are. That review can take many forms. Here is one possible way to begin the evaluation.

1. What is their underlining belief system?
2. What in their background could influence the critical viewpoint or decision?
3. Who else will influence this discussion / decision?
4. Why am I involved in this discussion / decision?
5. What impact will this have on their resources - mental, physical, financial
6. What do I KNOW about their opinions that will come into play?
7. What are the facts? Are these truly facts or MY opinions of the facts?

These are first steps. Remember that a person’s opinions are critically important to them and they will defend them to the death! If you think this is a bit of an exaggeration then look to the Middle East, the Middle Ages, witch hunts, the Hatfield verses McCoy feud, Democrats verses Republicans, USC verses UCLA and High School Football in Texas!!

Treat people’s opinions as if they are as precious as their children. They might have had them longer!]]> http://www.salescoachinglive.com/bfarmer/blog/opinions-everyone-has-one-at-least-one/ Wed, 23 Feb 2011 14:13:59 +0000 Ben Farmer http://www.salescoachinglive.com/bfarmer/blog/passion/
Without passion, there is no fun!!

One of our best friends is p...]]>
Without passion, there is no fun!!

One of our best friends is passionate about abandoned St. Bernard dogs. This became a mission that has lead to the rescuing of hundreds of these beautiful animals.

Passion is the reason Jonas Salk invented the Polio vaccine and when asked why he did not patent it stated when asked by famed reporter Edward R. Murrow “Who owns this patent?", Salk replied, "No one. Could you patent the sun?"

Here are a couple of key ways to know what you are passionate about:

1. Does your voice get stronger when you are talking to others about building a house?
2. When someone asks your advice on a finding new customers do you find yourself giving them all sorts of advice?
3. Do you find yourself going on and on about Golden Retrievers?
4. Do bridal dresses give you goose bumps?
5. When you are tired and you get a call to go do something that involves a subject does your exhaustion disappear?

If this happens than more than likely you are passionate about these particular items.

When someone asks me about helping others be successful, I have to hold myself back. When someone mentions a golf game, I am there.

Now translate this to business. What about your business turns you on? Is it that your office is a great place to work? Do your clients send you thank you notes? Are you award winners in your industry? Do you make a difference in your clients lives? How do you fulfill their wants and needs? How do you make communication better in the office, with your sales force, with your clients? Are you passionate about adding value to you clients lives? If so, how?

Be passionate and make a DIFFERENCE!!]]> http://www.salescoachinglive.com/bfarmer/blog/passion/ Tue, 22 Feb 2011 23:48:14 +0000 Ben Farmer http://www.salescoachinglive.com/KevinPiket/blog/don-t-forget-about-your-college-roots/ As I continue with my discussion on how to build your personal sphere of influence, I want to focus this entry on after college and what activities I ...
As a member of Lambda Chi Alpha International Fraternity, I had the opportunity to volunteer as an alumnus in various roles. I was elected President of my chapter’s Alumni Board in the spring of 1997 and served in that capacity until 2005. Through that role I was able to reach out to many other alumni members within my fraternity who graduated before I did and the other alumni members of the fraternities and sororities at Eastern Illinois University. That helped me meet new people and create new connections. Some of those connections I still actively talk with today and do business with.

I also had an opportunity to become the Chapter Advisor for a newly formed chapter at Northwestern University in Evanston, Illinois. This opportunity opened the doors for me as I met several people affiliated with Northwestern University who knew a lot more people than I did. I was able to leverage those relationships into many new ones for myself.

So to say the least, my fraternity life did not end when I graduated, the networking only began for me. I have told many undergraduates that I have worked with over the years that when you are talking to potential new members about why to join our fraternity make sure you discuss the networking potential after college for them. At the time they might not care, but in the long run they will as eventually most people graduate from college and leave, but after graduation having doors open when looking for a new job is a better way to go.

Being involved as an alumnus with Lambda Chi Alpha was just one activity I have been participating in since graduating college that has paid off for me personally. If you were a member of fraternity, sorority or another activity while in college, now is the time to re-connect with the various people from those activities, it might just pay off for you. It is never too late as I am sure those activities are always looking for talented alumni to volunteer their time.

I also had an opportunity to chair a committee at the International level with Lambda Chi Alpha which dealt directly with networking. It was called the Joseph T. Charles Mentor Program and I helped take that program to the next level. I will go into more details in my next entry on what this program was and how it operated. I am sure you will find it interesting.

Copyright © 2011 Kevin T. Piket]]> http://www.salescoachinglive.com/KevinPiket/blog/don-t-forget-about-your-college-roots/ Wed, 02 Feb 2011 18:13:12 +0000 Kevin Piket http://www.salescoachinglive.com/KevinPiket/blog/what-is-a-personal-sphere-of-influence/
One common phrase you will here from me is...”I have a person who can do that for you...” Simply put, in my personal sphere of influence I probably have a referral for just about anything you can think of that you might need in your life. This didn't happen over night though, it has happened over many years of meeting new people and then in turn being referred to other people from those whom I have just met, kind of like a domino approach...one contact falls into another. I have used this sphere quite a bit during my real estate career as Realtors are known as the "contact" people; Realtors always have someone to refer you too. During my time here at Sales Integrity, these contacts have helped me get meetings with people who I feel my company can benefit. Either way, I am always working my sphere and adding new people to it on a weekly basis. I also like helping people connect with each other and my personal sphere of influence helps do that too.

When you can be become the “go to person” for your clients, that is when you are extremely valuable to them. Always be in a position to be the first person they talk with when they think of something they need. If you can't get it for them directly, it is always nice to be able to say...”I can you refer you to someone who does that”.

Copyright © 2011 Kevin T. Piket]]> http://www.salescoachinglive.com/KevinPiket/blog/what-is-a-personal-sphere-of-influence/ Thu, 20 Jan 2011 22:38:42 +0000 Kevin Piket