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The One Thing The Wolf Of Wall Street Got Right About Selling

First things first: The Wolf of Wall Street is an incredible movie. How Leonardo DiCaprio did not win an Oscar for his performance is completely beyond me. Second: I can't believe the movie is based on an actual person. No wonder the general public views Wall Street in an unfavorable light. But there is one thing from the movie that stuck with me more than anything else. Namely, that selling to other people the way it's portrayed in the movie;...

What I learned from the most underrated book on persuasion on the market today

Introduction Influence and persuasion are among the most complex endeavors another person can undertake, and I've seen otherwise highly intelligent people fail miserably in this discipline, leading to detrimental results for themselves and their projects. Conversely - I've seen people of mediocre intelligence achieve outsized results based almost entirely on their ability to influence and persuade others. When it comes to understanding this...

What 3.000 hours of telemarketing taught me about patience, persistence and the pitfalls of selling on price (Part 1)

People usually don't last long in telemarketing. And it's no wonder either. You're thrown on the phone with only a bare minimum of sales training and product knowledge. In other words, when you're new, you can't tell your ass from your elbow. This means that you either swim or you sink. And most people sink. In my best guess, most people last an average of 2-3 months before they call it quits - not because they're quitters, but because it's a...

“It’s a people’s business” – on the types of people other people prefer to do business with

In this community we talk a lot about trust.   And trust is essential when it comes to being customer centric.   But building trust comes easier to some people.   So in this post, we're going to break down some of the commonalities among the advisors who are best at building trust with clients.   Which characteristics do they share?   And perhaps more importantly - which pitfalls do they avoid?  ...

The misunderstood art of persuasion: why you’re doing it wrong, and how to fix it

Influence is a wonder drug With it you can do wonders. Help people achieve miraculous outcomes. Without it, you can do next to nothing. If you've ever tried persuading someone (and chances are you have) you know it's easier said than done. If you've tried to convince others to make a change (in your company for instance), buy what you're selling or simply do as you tell them you've probably been met with resistance. And most likely a lot of it....

The counterintuitive secret to lasting change in sales organizations

"No matter what I do, they don't seem to listen!" The person sighed with frustration in his voice. He'd been trying all kinds of different things to get his organization to change but to no avail. The thing they wanted to change seemed pretty straightforward on the surface. They wanted to sell on value and stop giving discounts.  But their salespeople simply didn't get it. They'd done everything they were supposed to. They'd changed the...

Stop robbing your customers

Are you a value-thief?  Most people are. They just don't know it. A value thief is a (sales)person who inadvertently robs their clients of value. They do this failing to understand the client. Failing to understand what drives them - what they need to get there. "But our client needs delivery on time and on budget - they said so themselves" That's not what your client needs. That's what they want. And all clients want it is as cheaply as...

How 95% of all client meetings go, and why it’s a horrible experience for the client

Tell me if this sounds familiar. The salesperson walks into the meeting and it starts off pretty much like this: "Dear mr. Customer, let me start by telling you about our business. We were incorporated during the time of medieval feudalism in Europe, and we're the biggest and best company in our business. In fact, you should consider yourself lucky that we've taken time out of our busy schedule to be with you today." Then after the salesperson...

You didn’t lose the sale on price – you lost it because your clients don’t trust you

Too many advisors claim that they lose the sale on price. All too often that's not the case. You didn’t lose the sale on price - you lost it because your customer doesn’t trust you. So how do you get customers to trust you? The main pitfall when it comes to trust is self-orientation. Self-orientation is the tendency we all have to focus on our ourselves, and what we have to offer. It usually looks like walking into a meeting and presenting...

3 universal sales-lessons I learned as a young and dumb telemarketer

I was 16 years old when I started in sales and holy shit was I dumb. I couldn't recognize a buying signal if it struck me flat in the face. The first job I had in sales was for the national tabloid newspaper - when you could still smoke inside the boiler room (which obviously I did). Now direct telemarketing is probably the business in the world that has the highest employee turnover rate - which also explains why they would take me in at 16 -...