Selling to the Point

Posts by JeffL

“Sustainable Selling” is an Inside Job

Think of a belief you hold so dearly that abandoning it feels like you’d be abandoning yourself. Now recall the person who first introduced you to it, and the gratitude you feel toward him or her. Would you abandon this belief if this same individual approached you now and tried to change your mind? Of…

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Customers Buy For Their Own Reasons, Not the Salesperson’s

An experience with a salesperson taught me how customers buy for their own reasons, not the salesperson’s. I was leaving an organic food convention when I noticed a doughnut stand vendor who had a significant black eye. Bemused by his unlikely presence at the convention, I asked him how business was. He complained that his “beaten…

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Elevate Your Customer’s Decision-Making Quality

Not all sales are created equal. Some sales result from better decision-making quality than others. For example, an insurance company I worked for gave “quality awards” to deserving agents. Agents earning this award consistently sell policies that stay in force a higher percentage of the time. The same agents tend to win this award year after year.…

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A Silent Conversation Determines Success for all Salespeople!

Every sales presentation requires two separate conversations for successful selling. Most attention is paid to “Conversation A”, which is the selling-conversation between the salesperson and customer. However, “Conversation B” is more important. It’s the silent buying-conversation happening between the customer’s ears. These are two distinctly different conversations. For example, during the selling-conversation a salesperson may…

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The Point of Selling isn’t Selling; the Point of Selling is Buying

The Point of Selling isn’t Selling; the Point of Selling is Buying. Such a seemingly simple and common sense principle has profound implications for the profession of selling. What exactly is meant by “The Point of Selling is Buying”? Salespeople’s commission isn’t determined by the selling that took place. Salespeople’s commission is determined by the buying…

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Selling To The Point-An Inner Game Approach for Salespeople

  “Jeffrey Lipsius may have come up with the most influential book for sales in a decade.” —Timothy Gallwey-Founder of  The Inner Game Jeffrey Lipsius was the Vice President of Sales for a large vitamin brand in 1998 when he asked Timothy Gallwey, “How can I apply The Inner Game to my sales force’s performance.” Tim answered Jeffrey…

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