3 types of eye contact salesmen need to know to close the deal
Every salesman who has ever done basic sales training thinks they understand how to read body language. “I know, I know, crossed arms, tapping feet means it’s not time to close” remarked a salesman I was working with recently. My response “Perhaps, but what if the prospect is cold and needs a piss?” which got […]
5 powerful body language tricks for salesmen (make people instantly like you)
Tim was a smartly dressed, well-groomed salesman everyone loved; the prospects, his customers and the entire sales team. This included a real bitchy pair of customer service staff that we had to interact with each day because they forwarded us messages when new prospects had called head office. As charming as I can be, I […]
9 ways you’re committing body language suicide (and losing the sale)
When tell you your sales manager about the massive account you’re just about to close, does he – Congratulate you and tell you to keep going and get that sucker closed Say “hmm” and then ask you for the details If a similar response of uncertainty comes when you meet with a prospect and explain […]
7 underrated books for salesmen (learn how to influence human behavior)
It’s an unfortunate truth that most of us will never be able to speak directly to or be mentored by the greatest minds on the planet. You know what, I don’t care. They’ve all written books.
5 ways to man-up and motivate yourself out of a sales slump
There was a time that I’d earmarked my monthly commission bonus to a skydiving course. Something I’d wanted to do since I was a kid.
Upgrade your sales motivation by speaking with your future self
When you find your motivation is slowing but you’ve still more prospecting that needs to be done, it’s tempting to tell yourself that it’s time for a break. The issue is that you know damn well you’re never getting back to the phone or computer once you stop working.
Body language around the world (don’t miss sales through miscommunication)
Understanding body language, vocal tonality and intent are 3 things that marketers will never be able to do as well as a talented salesman. They are 3 things that guarantee that we will always need real people to help pull prospects over the line and confirm a buying decision. They are pretty much the only […]
3 bullshit excuses that hold salesmen back
90% of what holds you back is the voice in your head. It will often set clear can and can’t without hearing out the evidence. Your internal voice can very easily sentence you to a lifetime of battling uphill for motivation.
The simple sales influence technique (that’s backed by 44,000 people)
I’m known around the Upgraded Salesman office as a pretty persuasive guy. I know that 9/10 times if what I’m trying to get someone to do is the right thing, then they’ll do it. Something I’d never done is ask the people around me why they responded to my requests, until now. Their answer was […]
How your brain is effected by your environment (even if you try and avoid it)
Sometimes it’s useful to take notice of how your environment effects your own thoughts and feelings in certain situations before you try and sell someone else in that particular space. If your office is loud, disruptive and puts you off working then how is a prospect going to handle it either in person or on […]
The 3 basic human goals (what you need to understand to influence a prospect)
It may appear that there are countless ways to influence your prospects into making a buying decision. Body language, closing techniques, handshakes and more play into all of this too. But what if there were a secret few things that all these ideas are layer on top of? What if there were a few core […]
Great salesmen persuade, only idiots manipulate (Are you making this fatal selling error?)
From the moment we have an idea of self and an ego we start practicing influence. We all cried when we were hungry as babies and manipulated our parents to let us stay up longer by asking to see until the end of the cartoon we were watching a few years later. I remember going […]
Coffee makes prospects easier to persuade
80% of western adults are users of a drug that increases attention, cognition and it has been discovered, this drug also makes us more susceptible to persuasion. Of course this is our good friend, coffee.
10 habits of exceptionally persuasive salesmen
A good friend of mine always gets his own way and does it without coming across like a dick. In fact quite the opposite – everyone loves him. He recently asked me to help him move house and I was there like a flash. Not because I had nothing to do, not because I owed […]
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