Sales Force One

Leveraging Loss Avoidance

Here is a great message from Verne Harnish:

Don't Sell Benefits, Focus on Loss Avoidance -- Dr. Victoria Medvec, the negotiations guru from Northwestern University, flew across the pond to keynote our Sydney Growth Summit. As many times as I've attended her four hour course, I had missed this critical piece of advice. Especially during downturns, STOP pushing the benefits of your product/service. Customers aren't interested, especially when they are highly risk adverse right now. Instead, you MUST emphasize the additional losses they'll experience if they don't consider your product/service. People switch to avoid losses; they don't switch to get gains. Read this paragraph over and over and then sit down, set aside your list of benefits, and make a list of all the losses your customer will garner if they don't urgently buy your product/service.

I encourage you to view the Gazelles website at:

www.gazelles.com

 

Everything

This week I was having a conversation with the CEO at one of my clients and she said something that was so simple yet profound that it gave me "a blinding glimpse of the obvious."  She said "everything communicates."

In my world of sales force development, I spend a good portion of my time helping sales people become more effective at communicating with their prospects and clients...and there is a natural tendency to focus on the big ticket items such as phone calls and closing presentations.  But the reminder here is that "everything communicates" all the time.  Here is a short list of things that communicate:

1. Your attitude
2. The clothes you wear
3. The friends you choose
4. The results you obtain
5. Your commitment to showing up places on time
6. Decisions you make
7. Decisions you don't make
8. Your checkbook
9. Your calendar
10. State of your relationships with your family
11. The things you say
12. The things you don't say

What are you communicating?

Make Your First Call Count

Here is the archived broadcast of last week's webinar "Make Your First Call Count."

http://anthonycoletraining.na3.acrobat.com/p61149544/

 

Please note there is a slight delay before the audio starts.  The session is approximately 40 minutes in duration.

You Had Me at Hello

Do you remember that line from Jerry Maguire with Tom Cruise?  If you have ever wondered about the power of first impressions being lasting impressions on a sales call, I invite you to attend a webinar I will be hosting on Friday, February 20th from 9AM to 10AM EST.  I will be hosting this free webinar and my topic is "Make Your First Call Count."

To register:

http://blog.anthonycoletraining.com/make-your-first-sales-call-count/

I hope to see you on Friday 2/20!