Life Puzzle

Believe | Achieve | Succeed

  • Don’t Assume, Ask Questions

    Don’t Assume, Ask Questions

    I see sales people and business owners all the time who assume they know exactly what their prospects and clients want.  Sometimes they are right.  Sometimes not. If you think that people aren’t biting on the bait you’re putting out because you’re not getting the words right, think again.  That may be the reason, but […]

  • How to Improve Your Sales Closure Rate

    How to Improve Your Sales Closure Rate

    This is the final part of a detailed look at the 5-Step Sales Process.  So far we have looked at the importance of :-     ⁃    Building Rapport;     ⁃    Asking Questions;     ⁃    Establishing Need & Value-Add;     ⁃    Proposing a Solution; – and now we will look at Closing the Sale – the […]

  • Does Your Solution Fit Their Problem?

    Does Your Solution Fit Their Problem?

    Now that you have built rapport, asked questions, and established your prospect’s need for your product or service it is time to propose a solution before asking for the sale.  This is where many businesses fall down and lose their way – they offer every client the exact same options and solutions.  This often comes […]

  • What Does Your Prospect REALLY Need – and What Do They WANT?

    What Does Your Prospect REALLY Need – and What Do They WANT?

    Most people know what they want, but they are not necessarily so anxious for what they really need.  Your job is to discover what they need, and make them want it. Is this evil manipulation?  I would say, “No. Not if what they need helps them achieve their real goals. “ I’ve  written about the […]

  • The Art of Asking Questions and Uncovering What You Need to Know

    The Art of Asking Questions and Uncovering What You Need to Know

    This post is part of a series filling out details on the 5-step sales process     ⁃    Building Rapport;     ⁃    Asking Questions;     ⁃    Establishing Need & Value-Add;     ⁃    Proposing a Solution;     ⁃    Closing the Sale. I’ve listed them sequentially, but of course you are doing many of these steps simultaneously.  While […]

  • How to Easily Build Rapport With Just About Anyone.

    How to Easily Build Rapport With Just About Anyone.

    Building rapport is a key skill that makes our relationships run more smoothly in every area of our lives so it’s worth investing some time in thinking about some key techniques that help us establish rapport as quickly and easily as possible. I’ve  written about the entire 5-Step Selling process in another post so this […]

  • Selling Solutions

    Selling Solutions

    The other day I was saddened to hear a parent say to their Scout leader, “I don’t want my child involved in selling items to raise money. My child is no sales person, he’s a good boy.” I was even more startled to hear the Scout leader respond, “It’s OK. This year we aren’t selling […]

  • S.M.A.R.T. Goals and Your Unconscious Mind

    S.M.A.R.T. Goals and Your Unconscious Mind

    Do you know what the Number 1 reason people don’t set goals is? It’s because they are afraid of failure. Sometimes clients say, ‘I don’t know what I want?’ – what they often mean is, ‘I’m not clear that I can achieve what I really want so I’ll pretend I don’t know.’ At other times, […]

  • Win-Win Sales Secrets

    Win-Win Sales Secrets

    The secret of effective sales lies, like so much else, in your unconscious mind.  We have a deeply engrained response to selling and salesmen that we take along with us whenever we go out to sell to others.  If you haven’t won the battle in your mind, then you’ll have serious difficulty actually making a […]

  • The Secret That Makes Your Goals REALLY Work For You

    The Secret That Makes Your Goals REALLY Work For You

    I talk to a lot people who have been setting goals for years, and who think it’s a nice exercise, but not really important.  That’s because their goals never really affect their lives.  They’re either so mundane that it doesn’t take any effort to reach them, so abstract that you’d never know whether you had […]