by Shaun Heuerman | May 26, 2011 | High Performance, Sales Process
A picture is worth a thousand words. Cliché? Yes. Lie? No. The brain thinks in pictures, not words. When you are proposing your solutions, your prospect is much more likely to arrive at the decision you want if you paint a picture of what their world would be like...
by Shaun Heuerman | Mar 17, 2011 | Customer Success, Sales & Marketing, Sales Process
Anyone who has seen The Sound of Music knows there are seven notes in the musical scale, from ‘do’ (a deer) to ‘ti’ (a drink with jam and bread). But do your salespeople know about the seven notes on the sales question scale? Not all questions are the same. Just as...
by Shaun Heuerman | Mar 10, 2011 | Customer Success, Sales Process
Anybody who walks into your bank has got a real problem. People without problems don’t wake up in the morning and say, “Today is a good day to spend talking to a banker,” any more than they would decide to talk to a doctor for kicks. People without...
by Shaun Heuerman | Feb 24, 2011 | Sales Process
Every parent knows the futility of asking, “How was school today?” Whether the place burned to the ground or everyone in the school split the Powerball jackpot, the answer will be the same— “Fine.” It’s a vague and unproductive question, and it gets the answer it...
by Shaun Heuerman | Feb 10, 2011 | Customer Satisfaction, Sales Process
You’re watching the Super Bowl when one of those unforgettable commercials comes on. You grab your sides with laughter. How do they come up with these things? The next day everybody at work is talking about that great ad for… for… What the heck WAS...
by Shaun Heuerman | Dec 2, 2010 | Profitability and Growth, Sales & Marketing, Sales Process
Unpaid consulting. What else can you call it? If your people are creating a plan for a prospect, running it past the credit committee and then not getting the deal, the expense has been hideously high and you feel a little… well… cheap. Don’t you?...
