An idea without an action plan is like an engine without a chassis...it sounds great but it goes nowhere.  In sales, 99% of people know what they have to do to be successful; but a much smaller percentage have any idea how to put it into practice.  As salespeople, we are suckers for the clever quote, the pithy phrase.  Turning these into actions that move us out of our comfort zones is another...

1. Assessing their Reaction

Good negotiators put their offer on the table, promote it strongly in terms of benefits for the other side, and then look for the other side's reaction.  Great negotiators are able to assess the other side's reaction before they make their offer.  They hold back on putting their proposal too early because they ...

Hints to make you look and sound more confident from Kevin Ryan

WaterAlways have a glass of water handy.  It is invaluable to:

1. Stop the dry mouth feel that accompany nervousness for some of us
2. Break the cycle if you feel that you're starting to 'race' or talk too fast
3. Create a dramatic pause while looking confident

Breathing
As you are seated in the 5 minute...

Hints to make you look and sound more confident from Kevin Ryan

WaterAlways have a glass of water handy.  It is invaluable to:

1. Stop the dry mouth feel that accompany nervousness for some of us
2. Break the cycle if you feel that you're starting to 'race' or talk too fast
3. Create a dramatic pause while looking confident

Breathing
As you are seated in the 5 minute...

Relevant to everyone who deals with customers

One:Selling is what consumers WANT – they need help to buy correctly and quickly. What they don’t want is the old ‘pushy’ sales techniques. Don’t be a ‘reluctant salesperson’ because of the old image of what sales was. Do not let your keenness to sell be seen as 'pushiness'.

Two:
A sales interaction is not a CONTEST. There must be...

Remember the ‘Billboard Rule’ - they have to be able to get the message off the slide in 2-4 seconds.

You put words on the screen to REINFORCE what you say – not to give them required reading. 
NEVER make them choose between listening to you and reading the screen.

Make it easy to read
- I generally use between 36-60 point size font – NEVER less than 24 point ......