Leader's Beacon : Knowledge is Power

Posts From rickfarrell

Terms of Engagement… To Get Trust You Must First Extend It

    Terms of Engagement… To Get Trust You Must First Extend It

At the beginning of every sales call your prospect is making two critical buying decisions. The first decision is about the salesperson. Behavioral research states that initial impressions are created

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Everybody and Nobody…The Decision Maker

    Everybody and Nobody…The Decision Maker

It isn’t unusual that by the time salespeople get as far along in the sales process to learn how decisions are made, who are the players who make those decision

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The Prospect’s Buying Manifesto: The Great Shakedown

    The Prospect’s Buying Manifesto: The Great Shakedown

The most significant change in the selling landscape in the last 10 years has been the way prospects buy; sadly, not the way salespeople sell. It is just as important

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Premature Presentation Syndrome: The Death of Feature and Benefit Selling

    Premature Presentation Syndrome: The Death of Feature and Benefit Selling

Most companies and their salespeople covet their value add, their features and benefits, and their value proposition as if it were the Holy Grail. The reality is all value propositions

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Persistence… The Final Myth: Just Say No

    Persistence… The Final Myth: Just Say No

Salespeople are often faced with unresolved deals in their pipeline that they normally give up on or persist beyond any reasonable hope. There is a middle ground that is appropriate

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Deal or No Deal: Minimize “Definite Maybes”

    Deal or No Deal: Minimize “Definite Maybes”

Unbeknownst to most salespeople is the idea that selling is all about getting prospects to make decisions, both small and large. Getting decisions that reach a conclusive “no” or “yes”

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Building Loyal Relationships in a Disloyal World

    Building Loyal Relationships in a Disloyal World

Relationship selling is the bedrock for successful selling in the new millennium. However, most salespeople conduct themselves as if they

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You Have to Undo Lack of Trust Before You Can Build Trust

    You Have to Undo Lack of Trust Before You Can Build Trust

Not every salesperson has a natural gift to quickly bond and develop rapport with prospects. Many try to succeed by

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The Way You Buy is a Leading Indicator for the Way You’ll Sell

    The Way You Buy is a Leading Indicator for the Way You’ll Sell

Price Price is never the real issue for prospects. The real issue is that they may not believe you are

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Salespeople: Are They Their Own Worst Enemy?

    Salespeople: Are They Their Own Worst Enemy?

Salespeople consistently perform at a level equal to their belief in their self-worth and self-concept. Salespeople should work daily and diligently to preserve their dignity and self- worth so that

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