by Shaun Heuerman | Jun 2, 2011 | Sales & Marketing, Sales Process
Your green light has suddenly turned red. What happened? You’re out of your zone? The cosmos are conspiring against you? Well, believe it or not, your sales funnel doesn’t depend on the stars (although it can seem just as futile to try to control your “bad luck” at...
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...
