Tips & articles on selling

Why Colors and Other Personality Tests are Junk

“Personality” assessments have been positioned as business tools for many years. From Myers-Briggs, to DiSC, to the briefly popular Colors, these supposedly help us better understand and communicate with others—including sell to them. Before covering why such tools are often counterproductive in selling, I want to address their unintended darker side. […]

Why Colors and Other Personality Tests are Junk2024-05-28T15:56:55-07:00

Rating System

Do not rate prospects you’re marketing to, keep these in a prospecting bucket. Do not rate prospects who have only scheduled the first sales conversation. Only rate prospects with whom you’ve had at least one actual sales conversation. Apply points as you uncover information and/or as things change. This lets you rate prospects throughout the process. [...]

Rating System2023-02-23T08:20:11-08:00

Fine Tunes for Benefit Statements

Benefit statements are a staple of sales and customer service. This article focuses on some of the nuances, including tips for teaching others to create their own benefit statements. Reminder: There are myriad ways to express benefits but they fall into just six categories: convenience, save money, increase money or value, peace of mind, appeal to [...]

Fine Tunes for Benefit Statements2020-12-19T14:25:08-08:00
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