Partners in Performance Blog

Deconstructing Big Whopper Sales Mistakes

Sales-MistakesOne of my colleagues was recently lamenting about his frustration in a sales pursuit. To me, he committed two really big whoppers of sales mistakes. He was not successful in securing the business with a client he wanted, which is a shame. The prospective client had a tough problem which could have been alleviated with my colleague’s help.

For Fred, my colleague, it was not only a lost sale but a missed opportunity to contribute his unique expertise and make a positive difference. By all rights he should have won this business. … Read More

The #1 Mistake in Handling Sales Objections

Sales-ToolsThink about a recent sales objection that you’ve encountered, one that typically surfaces in your selling world. What do you do when presented with a tough objection? Do you jump in to answer it with a convincing statement?

If so, how is that working for you? Likely, not very well. Here’s why.

Telling is not selling

We know that questions persuade more powerfully than any other selling skill. We know that ‘pitching’ our ideas, products and solutions without getting grounded in clients’ needs beforehand makes it next to impossible to position value.

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How to Turn Client Objections into Sales Success

Key-To-Sales-SuccessOne of the questions I get when training sales professionals is almost always about handling client objections. Sales people seem to dread this part of the sales process. That’s because they don’t prepare for them well, and don’t have a positive perception of objections. I look at them as a key learning device for uncovering the client’s needs. Yes, I look at objections not as barriers but as clues to achieve sales success through understanding what clients want.

I recently asked Jim, one of my colleagues, for an update on the sales … Read More

How to Avoid Being Stumped by Client Objections

Client-ObjectionsThe boy scout motto ‘Be Prepared’ couldn’t be truer for sales. Especially when it comes to handling objections. There is no excuse for struggling with the same client objections over and over again. And yet it’s astonishing to see that professional sales people don’t develop a proactive strategy for handling these common objections.

Reactive Objection Handling

In my work coaching sales people, I find that many follow this common pattern:

Dread objections and pray they won’t come up Get defensive when they surface Struggle with a response and lack confidence Don’t listen … Read More

Gaining Client Perspective – From the Eyeballs of the Client

Client-PerspectiveUsing ‘Perceptual Positions’ is a powerful way to mentally shift into your client’s shoes and gain that powerful client perspective. But here’s what I recently learned when I actually physically experienced the world from my client’s perspective. It was astonishing!

A new prospect phoned me to let me know she was interested in purchasing my video training on ‘13 Expert Tips for Creating Truly Persuasive Presentations’. She expressed frustration because the information page lacked clarity about what she was actually buying and in what format. Yikes! I was very grateful for the … Read More

Words That Sell – Use Persuasive Words

MeharabianPersuasive words sell. There are multiple ways to weave persuasion into the fabric of your presentation. This week in Toronto, we had a lot of fun in our UPFRONT Persuasion workshop playing with persuasive words.

Thorough preparation and proper structure are essential for a compelling delivery: they foster confidence and your ability to walk through your presentation in a clear and logical way.

Part of your preparation should most certainly include developing relevant stories for social proof, analogies and evidence to support your key … Read More

Coaching for Results: Focus, Intention, Means

Coaching-for-Results-ModelWhether you’re coaching an employee or yourself, to use coaching for results you need a model that works to bring about high performance. I’ve used a good model for years and can apply it to any client situation. It works really well with sales and presentations. Here is a recent sample of a coaching session where I demonstrate the model I use.

The key to a good model is that it must be useful. As stated in wikipedia “Conceptual models represent human intentions or … Read More

Intentional Selling: The Conversation You Need to Have

Wakeman-Parsley-Hangout-2014I invite you to listen in on a conversation I recently had about Intentional Selling with Denise Wakeman. This is an important conversation you need to be having about your own selling intentions.

Denise Wakeman, a guru in online visibility marketing, recently hosted one of her ‘Conversations with Experts’ episodes and interviewed me.

The topic was How to Sell with Intention to Create More Results. In our 30 minute conversation we discussed the 6-step sales process I have developed to help entrepreneurs, business owners … Read More