Sales And The Curse Of Rationalization
As human beings we all have objects we wish to possess or results we want to achieve. These are called aspirations and they are flexible. If we experience or feel we can’t achieve our aspirations, we...
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Unleash The Artist Within: The Power Of Drawings In Sales
If a picture is worth a thousand words, drawings are worth a million. They are a great way to support your arguments, grab your prospect’s attention and take them from the abstract to the concrete....
View ArticleThe Single Biggest Mistake When Presenting To Small Groups
Sometimes when we’re selling to groups, this means we’re standing in a large conference room with an audience of hundreds in front of us. But what if there are only a couple of people seated across the...
View ArticleBuying Motives – Why Your Customers Buy What They Buy
Buying motives are the moving forces behind customer decisions. They are the reason why the customer buys from you and not your competitor. Prospects will often hint or mention buying motives during...
View ArticleDouble Your Impact – Communication Skills Learned From Passionate People
Last week I did a workshop on effective communication and presentation skills for a team of international account managers. While almost all of them were able to communicate on a very high level and...
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The Value Of “Free”
The inspiration for this blog post came from an e-mail I got earlier today. I’ll copy-paste it for you. Hi Wim, I just downloaded your eBook and loved it, but one thing: I don’t understand why you’re...
View Article5 Effective Ways To Create Sympathy And Sell More
“Your most important job as a lawyer is to make sure the jury has sympathy for your client.” - Clarence Darrow When all is said and done, sales all comes down to getting a “yes” and as it happens...
View ArticleAre You Listening?
As sales people our job is not only to ask questions, but also provide answers. The customer’s answers often serve as the starting point for building our arguments. Many of these answers of course...
View ArticleDistant, Dominant Or Social: 3 Types Of Customer Behavior And How To Deal...
First of all let’s make clear that no customer is 100% dominant, distant or social. We all display these qualities, but not to the same degree. Let’s take a closer look at the 3 types of customer...
View Article7 Things You Need To Know About Needs
1. Different people have different needs Differences in background, taste, experience and social conditions lead to diverse needs. For some people it’s security they are looking for, for others it’s...
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