People Don’t Buy Things, They Buy An Experience

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On average, 57% of the cycle of the sale is spent finding the need. This is also known as the needs analysis, questioning, qualifying, probing, the discovery phase, or the introduction. When you question properly, your prospect will tell you the experience they are looking for, and in the process, they will close themselves.

People Dont Buy Things, They Buy An Experience

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Zig Ziglar once said, “we don’t buy what the product is, we buy what the product does for us.” In other words – people don’t buy things, they buy an experience.

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How To Get Referrals: Use Trigger Words

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Do you ask for referrals or do you just hope they’ll fall in your lap because of your amazing service? I ask almost all of my coaching clients this question and I’m still shocked at the answers. Too often, even experienced sales professionals don’t know how to get referrals; they just hope great service will automatically lead to an avalanche of new business.

How To Get Referrals: Use Trigger Words

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Sorry folks – referrals don’t work that way. You absolutely have to ask for them.

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Dew Recommends: How to Close a Sale

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When I’m training my coaching clients how to close a sale, I often feel like there’s a huge misunderstanding about what the closing process actually is. Closing is actually quite simple: it’s the very natural progression of taking your client from finding the need to providing a service.

Dew Recommends: How to Close a Sale

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After reading this article by Rory Vaden, I found myself smiling at his brilliant description about why many salespeople have problems closing:
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Love Your Job: Be a Company Cheerleader

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I’ve worked for 4 companies in my 17-year career and I have always been a company cheerleader. I drank the Kool-Aid, bought the t-shirt, and I’m still standing strong and cheering for their continued success.

Love Your Job: Be a Company Cheerleader

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You’ve probably noticed that people who are company cheerleaders (like me!) are also people who love their jobs – but here’s an interesting question: Are you a company cheerleader because you love your job… or are do you love your job because you are a company cheerleader?

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Book Recommendation: Selling 101 by Zig Ziglar

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Since today is the late Zig Zigler’s birthday, I decided to write about one of my favorite sales books, “Selling 101″. This is basically an updated, condensed (less than 100 pages) version of his 1991 book “Ziglar on Selling”.

Book Recommendation: Selling 101 by Zig Ziglar

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I was amazed that this short, quick, easy read had so much tangible information (seriously – for less than $10? Buy it. He won’t let you down).

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Close the Sale with the 1 to 10 Technique

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When its time to close the sale, average salespeople really only know one or two closing techniques. Unfortunately, you’ll hear 4 different objections or excuses in a a typical closing situation. So even if you handle all the objections perfectly, you’ll have to ask for the business 5 times (it’s no coincidence that top producers have mastered 5 or more closing techniques).

Close the Sale with the 1 to 10 Technique

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At Southwestern Consulting, we have 20 different closing techniques that we teach, but there’s one in particular that I teach to every one of my coaching clients when they’re having trouble closing the deal at the end of a meeting. It’s called the 1 to 10 technique.

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Dew Recommends: Stay Focused with a Clean Office

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I remember the accomplishment I felt the first time I cleaned my office (OK, it was a cubicle) at my first job out of college. In fact, my coworker peeked her head around my wall and said, “Your desk is way too clean, is today your last day?”

Dew Recommends: Stay Focused with a Clean Office

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I read a great article on clutter by Mikael Cho recently, and it got me thinking about how clutter effects our desks and work spaces. Mikael refers to clutter (or “our stuff”) as the noise around us. How true.
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Upselling Tips from a Peanut Stand

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As a sales coach (and active salesperson), I tend to evaluate sales people every place I go. Recently, my husband and I were exposed to some great upselling tips in southern Georgia at a little roadside stand selling peaches, peanuts and pecans.

Upselling Tips from a Peanut Stand

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I wasn’t really in the buying mood, but after the sales guy gave us some free samples, their peanut/ pecan/ cashew brittle got my attention. My husband and I talked it over and agreed to get a bag for $4.99. That’s when the sales guy reappeared.

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