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Create The Enemy and Animate It
Without an enemy it is also not a very fair fight. We are trying to pitch our solution and they end up comparing something vs. “nothing”. “Something” is scary but “nothing” is not scary. “Something” comes with risks while no one gets blamed if “nothing” goes wrong because it already existed and no decision was made. It is always easier to stick with the status quo unless the status quo itself is scary, and carries risk with it.
Closing In The Modern World
The modern business landscape has changed significantly over the past decade, and I have written extensively on that in other articles. For now, suffice it to say that there are two main reasons, which both come down to social dynamics and affect the balance between...
The Deal Closer’s Paradox
The landscape of the business world has fundamentally changed, and it has changed because the way we interact with one another socially has changed. Sure, technology has had a big impact on this, but fundamentally, the difference is social and relational. Two main...
Negotiation For Sellers
This is important because a willing negotiation adversary has to be able to at least consider things from your point of view and more importantly, believe that you are considering things from theirs. For this reason, driving true engagement is the hallmark of a great negotiator and the hallmark of a great seller.
Focus & Repetition & Focus & Repetition & Focus & Repetition
When you reemphasize a point over and over, you may concerned that you are repeating yourself but it will not feel that way to the listener. Your client or prospect does not know your material as well as you do, so as they process the message, it will take time for...
Long Term Relationships
The functions are becoming more and more similar in what they demand, and that demand is to build solid foundations and grow long term relationships. Unifying these functions gives organizations the ability to focus resources and time on driving the next dollar as opposed to artificially valuing one set of dollars over another. And, when driving that next dollar is the organizational goal, long term relationship building becomes important for every individual in the organization.
The Switch Point Conundrum
This is the conundrum that all good sellers find themselves in early in a sales cycle. We need conversations, but we have not yet earned the right to have them, and buyers want presentations because they feel more comfortable in those settings.
Switch Points
At the switch point, the client switches from active conversational partner to receiver of information. Consciously or not, they want to position themselves as the receiver so that they can be in control. They become the all knowing judge, who has control of the money, and control of the decision. Where does that leave you, the seller? You are the presenter, the one who needs the money, the one who is being judged. And, what happens when the dynamics of the interaction change in this way?
The Power Of Mimicry & Body Language
The bottom line is that much of our communication is non-verbal. We have heard this line of reasoning before, but how many of us take the time to think about what that means for our calls, and our presentations, and our meetings. Most of the time we spend preparing for client interactions revolves around what we will say, and what we will show the client. But a very small portion of what the client will remember from the interaction will have anything to do with what we say or show.
Incorporating Optimism and Realism
Are Cynthia Erivo and Ariana Grande 50 or 100 times better than the average highly trained singer, dancer and actor out there? Is Patrick Mahomes, or any top athlete 75 times better than the average player in their sport, or hundreds of times better than highly trained top collegiate athletes who never made it to the NFL?