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Transform your sales pitch less: stop talking when you present a solution

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As a sales leader, your primary goal is to help customers find solutions that meet their needs. However, one common mistake is providing too much information when presenting a solution. This can overwhelm the customer and hinder their decision-making process.

When a customer comes to you, they are looking to solve a specific problem or achieve certain priorities. It's crucial to focus on these aspects and align your solution accordingly. Here’s how to effectively present a solution without over…

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Stop Talking About Yourself: Mastering the Art of Listening in Sales

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As sales leaders, it's natural to want to build connections with customers by sharing personal anecdotes. However, there are times when talking about yourself can hinder rather than help the conversation. This might sound harsh, but when a customer starts talking about their German Shepherd, it’s not an invitation to talk about your French Bulldog.

Even if you have a good connection with the customer and you are intentionally looking to create a deeper bond by increasing similarity, resist the …

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Stop talking…when you finish answering their question

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Welcome to our July series, "Stop Talking." This month, we’re focusing on the power of silence and strategic communication. Each week, we’ll dive deeper into how less talk and more listening can significantly impact your sales success. From answering customer questions to presenting solutions and handling objections, we’ll explore practical techniques to enhance your effectiveness as a sales leader.

Stop Talking… When You Finish Answering Their Question

Imagine a customer asks why the sofa you…

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Differently

Differently? What?

We have looked at what to do more of, less of…and now differently.

Doing things differently is just that. If you have been ‘white-knuckle attached’ to using a paper
calendar and absolutely resisting using technology…it might finally be time to do things
differently.

Or you don’t want to make appointments with prospects you haven’t closed, preferring to follow
up in 2 days, because you think appointments are too pushy. Look at what it cost you in time and effectiveness.

C…

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Bear Down

The strategy for coming from behind has MORE actions than the strategy for making goal when you are on track to do so. 
That means elevating expectations and perspective of what it will take…to aim higher and be prepared to do what you need to do to achieve the goal.

That also means MORE outreach calls. Making more appointments. Closing more appointments and more sales…and doing more with the time you have or maybe extending the time needed to each segment of the period. 

Notice your reac…

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Be Realistic and Honest

This month I'd like to dedicate time to discuss ENDING a selling period…and ending it on track and on goal, even if the month didn’t go as smoothly as desired.

We are now in the fourth quarter of the year, so the skill of finishing strong applies to the month as well as to the year.
Let’s start with being straight and realistic. You are either on track to make goal or you are not. You have had a specific number of opportunities that you have closed or scheduled, or you have not. You have sch…

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DISC – Compliance Style

I use DISC as a core competence for sales professionals. Last week I focused on the Steady style. This week I'm focusing on the Compliant style.

Compliance style people have a strong commitment to accuracy and specifics, which is surpassed only by their high level of detail and precision. They value information and trust facts, especially from credible sources. They will avoid conflict, prefer to not make eye contact, and their communication will include a lot of factual information, delivere…

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DISC – Steadiness Style

I use DISC as a core competence for sales professionals. Last week I focused on the Influencer style. This week I'm focusing on the Steady style.

Steadies are accommodating and conforming and find the opinions of others important in their decision making. They smile when you look at them, have gentle expressions, and will not usually initiate conversations. Comfort matters to them – both physical and emotional - as evidenced by their casual dress and their use of words like “feeling, understa…

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DISC – Influencer Style

I use DISC as a core competence for sales professionals. Last week I focused on the Dominant style. this week I'm focusing on the Influencer style.

Influencers are also fast paced, and are expressive, outgoing and engaging. They motivate and encourage others to accomplish and produce results. As performers, they may produce up and down results, as they tend to shoot from the hip rather than follow a process. They have a unique and individual presentation and may have a ‘signature look’. Expec…

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DISC – Dominant Style

If we have worked together in the past, then you know that I consider the behavioral preference model DISC as a core competence for sales professionals in every sales role: seller, sales support, manager, leader. 

This month we are going to focus on the four DISC styles in their most classic embodiment: To identify them by audio visual clues and to adapt to them so that you can create the experience THEY want… and to practice EMOTIONAL OBJECTIVITY and BEHAVIORAL FLEXIBILITY in the process. 

Do…

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