Wednesday, July 01, 2009
Pod Cast, Selling In Todays Market
Dr. Drew Stevens interviews Harlan Goerger on selling in todays market, take a listen. HERE:
Radio Interview
Dr. Drew Stevens interviews Harlan Goerger on selling in todays market, take a listen.
Michael, Farrah, Ed and Your Sales
Michael, Farrah, Ed and Your Sales
How polarizing makes sales
The passing of Michael Jackson seem to overshadow everything and several days later the buzz is still going. How can this event overshadow so many others?
I caught an early morning news program covering both Jackson and Fawcett and their passing. The interesting thing I noted was the amount of coverage for Jackson versus Fawcett. While both were famous stars and both had provided a great deal to the entertainment business, it was a 5:1 ratio in favor of Jackson!
While Farrah was ill and her death not unexpected, Jackson's was sudden and unexpected. But is that enough to cause the massive frenzy over Jackson? By the way, Ed Macman had passed only a couple of days before and had one day with a few news spots. Was Ed not as huge a figure in the media as both Michael and Farrah?
I have a theory as to why the skewed ratio and it can make a huge difference in your sales and influence efforts. ….MORE....
How polarizing makes sales
The passing of Michael Jackson seem to overshadow everything and several days later the buzz is still going. How can this event overshadow so many others?
I caught an early morning news program covering both Jackson and Fawcett and their passing. The interesting thing I noted was the amount of coverage for Jackson versus Fawcett. While both were famous stars and both had provided a great deal to the entertainment business, it was a 5:1 ratio in favor of Jackson!
While Farrah was ill and her death not unexpected, Jackson's was sudden and unexpected. But is that enough to cause the massive frenzy over Jackson? By the way, Ed Macman had passed only a couple of days before and had one day with a few news spots. Was Ed not as huge a figure in the media as both Michael and Farrah?
I have a theory as to why the skewed ratio and it can make a huge difference in your sales and influence efforts. ….MORE....
Migrating from a Product Sales Person to a Solution Sales Person
Migrating from a Product Sales Person to a Solution Sales Person
Presented by Harlan Goerger
What is the determining factor in who wins a sale? Is it price? No! Is it the product knowledge of the sales person? No! Prospects can learn product information easily enough on the web. They don't need a sales person for that.
Buyers expect sales people to formulate solutions to their problems, not push their wares. Yet, many sales people say they are solution sales people, but can only say the words. They still push product. Does this sound like you? If it does, you are probably not happy with your sales or your income. How do you change your approach, develop strong relationships with your clientele, and exponentially grow your income?
Harlan Goerger, international sales expert and author of "The Sales Gap," will teach you how do those three things. He teaches sales people how to make the change from the product pusher to the consultative, solution sales person. People buy from those they like and trust; and that's not the product pusher. Harlan helps you become the sales person from which prospects love to buy. You will leave this session being able to
Differentiate yourself from your competition using reverse engineering strategies
Create value with prospects so they only want to buy from you
Build relationship based on trust, not price
Compose questions for a powerful needs analysis discussion with your prospects
Enroll HERE: Date & Time:Wednesday, July 15, 200911:30 AM — 12:30 PMEASTERN TIME
Presented by Harlan Goerger
What is the determining factor in who wins a sale? Is it price? No! Is it the product knowledge of the sales person? No! Prospects can learn product information easily enough on the web. They don't need a sales person for that.
Buyers expect sales people to formulate solutions to their problems, not push their wares. Yet, many sales people say they are solution sales people, but can only say the words. They still push product. Does this sound like you? If it does, you are probably not happy with your sales or your income. How do you change your approach, develop strong relationships with your clientele, and exponentially grow your income?
Harlan Goerger, international sales expert and author of "The Sales Gap," will teach you how do those three things. He teaches sales people how to make the change from the product pusher to the consultative, solution sales person. People buy from those they like and trust; and that's not the product pusher. Harlan helps you become the sales person from which prospects love to buy. You will leave this session being able to
Differentiate yourself from your competition using reverse engineering strategies
Create value with prospects so they only want to buy from you
Build relationship based on trust, not price
Compose questions for a powerful needs analysis discussion with your prospects
Enroll HERE: Date & Time:Wednesday, July 15, 200911:30 AM — 12:30 PMEASTERN TIME
Creating the Solution Mindset
Creating the Solution Mindset
Tuesday July 7th 2009 1:00 PM EASTERN
What is the determining factor in who wins a sale? Is it price? No! Is it the product knowledge of the sales person? No! Prospects can learn product information easily enough on the Web. They don't need a salesperson for that.Buyers expect salespeople to formulate solutions to their problems, not push their wares. Yet, many salespeople say they are solution salespeople,but can only say the words. They still push product.
Does this sound like you? If it does, you are probably not happy with your sales or your income. How do you change your approach, develop strong relationships with your clientele, and exponentially grow your income?
Harlan Goerger, international sales expert and author of "The Sales Gap," will teach you how do those three things. He teaches sales people how to make the change from the product pusher to the consultative, solution sales person. People buy from those they like and trust; that's not the product pusher. Harlan helps you become the salesperson from whom prospects love to buy.
You will leave this session being able to:
Differentiate yourself from your competition using reverse engineering strategies
Create value with prospects so they only want to buy from you
Build relationship based on trust, not price
Compose questions for a powerful needs analysis discussion with your prospects
Enroll HERE:
Tuesday July 7th 2009 1:00 PM EASTERN
What is the determining factor in who wins a sale? Is it price? No! Is it the product knowledge of the sales person? No! Prospects can learn product information easily enough on the Web. They don't need a salesperson for that.Buyers expect salespeople to formulate solutions to their problems, not push their wares. Yet, many salespeople say they are solution salespeople,but can only say the words. They still push product.
Does this sound like you? If it does, you are probably not happy with your sales or your income. How do you change your approach, develop strong relationships with your clientele, and exponentially grow your income?
Harlan Goerger, international sales expert and author of "The Sales Gap," will teach you how do those three things. He teaches sales people how to make the change from the product pusher to the consultative, solution sales person. People buy from those they like and trust; that's not the product pusher. Harlan helps you become the salesperson from whom prospects love to buy.
You will leave this session being able to:
Differentiate yourself from your competition using reverse engineering strategies
Create value with prospects so they only want to buy from you
Build relationship based on trust, not price
Compose questions for a powerful needs analysis discussion with your prospects
Enroll HERE:
Tuesday, June 09, 2009
Top Salespeople Avoid Commodity Selling
Top Salespeople Avoid Commodity Selling
How even TP can be elevated to a higher level.
Are we talking about Beans, Pork Bellies or Gold? How about Bread, Beans and Copy Paper?
The reality is most salespeople tend to turn a very unique product/service into a commodity in the buyers mind. As a result, the sale ends up being a price war and much harder work than it need be.
Now what is meant by "commoditizing" a product or service? ..MORE..
How even TP can be elevated to a higher level.
Are we talking about Beans, Pork Bellies or Gold? How about Bread, Beans and Copy Paper?
The reality is most salespeople tend to turn a very unique product/service into a commodity in the buyers mind. As a result, the sale ends up being a price war and much harder work than it need be.
Now what is meant by "commoditizing" a product or service? ..MORE..
Wednesday, May 20, 2009
New podcast is up
Great interview with Clayton Shold from www.Salesopedia.com . Lots of time management ideas, even swallowing frogs!
Saturday, May 02, 2009
Nominated for Top 10 Sales Articles
http://www.Top10SalesArticles.com just notified me that the article, Qualifying, What is it? is up for top 10 articles for April. Sure could use your help and vote to get to the top!
Wednesday, April 29, 2009
Five Keys to Controlling Time
Yep, its 11pm and your still working on the stuff you brought home. The kids are in bed and so is the spouse. By the way, the spouse is not happy about this either.
This is not an isolated situation, rather it is happening more often than not to more people. With company downsizing and the need for getting more from less the pressure is on. The forty-hour week now is stretched to 50-60-70 hours. If you’re an owner, you already know about the 60 hours, but 90 plus hour weeks!
The sad thing about all this is how it affects our quality of life, family and personal esteem. When these areas of life become negative, work performance is also declining!
So how do you stop this runaway train that consumes our time!
Here are five simple, yet challenging keys that can change your life!
This is not an isolated situation, rather it is happening more often than not to more people. With company downsizing and the need for getting more from less the pressure is on. The forty-hour week now is stretched to 50-60-70 hours. If you’re an owner, you already know about the 60 hours, but 90 plus hour weeks!
The sad thing about all this is how it affects our quality of life, family and personal esteem. When these areas of life become negative, work performance is also declining!
So how do you stop this runaway train that consumes our time!
Here are five simple, yet challenging keys that can change your life!
Monday, April 21, 2008
Living Without Leaders
Life without Leaders
Can groups function without leadership?
One of my connections on LinkedIn posed an interesting question that got me thinking.
Can a Leaderless Organization Succeed?
It really got everyone thinking about what Leadership really is. Whether you’re a manager, salesperson or employee this can have an impact on you and your future.
So what is this Leadership concept all about? What makes one person a leader and others a follower? Which are you and why? …MORE…
Can groups function without leadership?
One of my connections on LinkedIn posed an interesting question that got me thinking.
Can a Leaderless Organization Succeed?
It really got everyone thinking about what Leadership really is. Whether you’re a manager, salesperson or employee this can have an impact on you and your future.
So what is this Leadership concept all about? What makes one person a leader and others a follower? Which are you and why? …MORE…
Monday, April 14, 2008
The Power of “Liz”
The true influencer in our choices
I would like you to do something for me.
Take your left and right index finger and point them to your head. The area to point them at is just behind your ears on each side toward the top of the ear. Now if you push really really hard…. No, that might hurt and not be good for you.
But if you could push your fingers into your head, where the fingers meet is where “Liz” is.
Who or what is “Liz”? Only the greatest influencer in our lives…..MORE...
I would like you to do something for me.
Take your left and right index finger and point them to your head. The area to point them at is just behind your ears on each side toward the top of the ear. Now if you push really really hard…. No, that might hurt and not be good for you.
But if you could push your fingers into your head, where the fingers meet is where “Liz” is.
Who or what is “Liz”? Only the greatest influencer in our lives…..MORE...
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