“According to email provider ExactTarget, people take 2.7 seconds to decide if they will read, forward, or delete a message. These busy people sit with their finger on the delete button…” confirms Jill Konrath in The Ultimate Guide to Email Prospecting.

Yikes!

2.7 seconds! That’s it?

I guess I shouldn’t be surprised. I did some Internet research and experts guessed that we see an average of 3,000 ads per day. What if they are only half or a third right? 2,000 ads a day? 1,000 ads a day? Regardless, it’s a large number. Read more

I came across 2 articles this week on selling with features and benefits instead of outcomes and results.

They used the same exact illustration: “Each and every year, millions of 1⁄4-inch drill bits are sold, yet nobody buying any one of these 1⁄4-inch drill bits actually wants a 1⁄4-inch drill bit. Then, why do they buy them? Because they want a 1⁄4-inch hole!” Read more

Summer time is usually slow for us just like countless other organizations out there.

Last June, I was discussing our services with a prospect and he asked for a discount.

This post isn’t about whether or not should you discount, there’s strong arguments on both sides of the subject.

So here’s what the prospect and I agreed to: I gave him a 25% discount since it was our slow time as long as he signed the agreement by the end of the month. I wrote it clearly in the proposal that the discount was null and void by the certain date.

The deadline came and passed and I closed out his file.

Later on, I heard from my prospect out of the blue that they wanted to move forward and asked for the same discount.

I politely told them no. I wanted their business but didn’t need it. I was in a better negotiating position since things have picked up.

We discussed things and I agreed to give him a 12.5% discount rather than 25%. He wasn’t thrilled but I resent him the proposal with the new deadline in writing.

Guess what? He signed the agreement and we are good to go.

If you give in too quickly, in my opinion, I don’t believe the prospect will respect you. Your deadline and word is no longer good and they know if they push hard enough, you’ll give in.

Don’t!

If a girl meets a guy at a bar and gives in quickly by going home with him after the first night, the guy may not respect her.

Same way with your prospects. Stand your ground. Tell them no politely and professionally.

Respect yourself. If you don’t, the prospects won’t either.

Hello everyone!

The other night, my wife and I were flipping through the tv channels looking for something to watch. With it being summer time, reruns were on and the KC Royals weren’t playing.

We ended up watching “A Few Good Men”. I can’t recall the number of times I’ve seen that movie or parts of it. It’s a great movie with memorable lines.

(You can’t handle the truth!)

I know I’m stating the obvious here but the more you see a movie, read a book or article, etc, the easier it is to recall things.

I know a ton of lines in that movie because I’ve seen it so many times.

How does this apply to sales? The more often you read sales books, articles, and videos, the easier it is to recall these things when in a sales situation.

Rather than the information being faint and fuzzy, it’s more often fresh and clear.

The more you view something, the easier it is to recall.

We wouldn’t want our dentist or doctor not to keep their skills sharp on the latest tactics and techniques. We sales professionals should hold ourselves to the same standards.