You know the problem. You've done everything right along the way. The client is easy to talk to. They're friendly. They like you're product. They're interested, and they like you. In other words, all the lights are green, when it comes to making the sale. Yet - when you move in for the close, the client squirms. Either they think what you're offering is too expensive, they need to talk to their manager, or the situation has changed and your...
All too often we forget what is actually our role when it comes to selling. This is especially true when we're in the business of selling services, because in essence we're selling our expertise, which by design is hard to communicate to a non-expert. Regardless of what we're selling however, it is not about our expertise. In fact, our expertise is what gets us a seat at the table. Once we've been let through the door, our role as advisors is...
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;...
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...
