? Go through the “no’s” to get to “yes.”
? It takes X number of “no’s” to get 1 “yes.”
? Every “no” brings you closer to “yes.”
I’ve heard these statements in so many sales training courses and read them in so many sales books. No wonder so many people hate cold calling! Who wants to hear [...]
“How do you create a perceived value to differentiate yourself from the competition, when you are both selling a commodity?”
That’s a question I’m often asked in my seminars. It uncovers a problem that is spreading to almost every industry. The rapid pace of technological development and our ultra-competitive global economy means that no one can [...]
JOHN DI LEMME ON “5 + 5 = Your Dream” I know your thinking…Okay John, 5+5 does not equal 5 so let me please explain. Let’s start with a question. How many times have you heard that you need to have a “long term” goal and be focused for the entire length of that “long [...]
John Di Lemme on “Miracles are your responsibility”
Miracles are your responsibility! What does that mean?Simple…You have a responsibility to create miracles inyour own life. The responsibility lies on your shoulders.You cannot blame anyone else, and you can’t look outsideof yourself for someone else to create the miracles foryou. In this article, I’m going to break [...]
JOHN DI LEMME on “I Am A Habit”
H-A-B-I-T…When 95% of people hear this word, a negative thought pops up in their minds. Typically, most people think of a habit being negative. The secret to your future lies in your daily habits so ask yourself right now, “Are my habits today going to help me achieve [...]
Knowing what to do when meeting a prospective client for
lunch, or going to lunch with the boss or colleague can be
confusing at times. Here is a quick list of items to
remember:
1. Be in the present moment with whoever you are with.
Limit glancing around the room. It’s a sign that you are
looking for something better. There [...]
In the last article I talked about different strategies for selling the ‘reliability’ aspect of your software or hardware. I mentioned how most high tech salespeople love to talk about their “-abilities”: Reliability, Upgradeability, Compatibility and Expandability. In this article I want to discuss how to sell upgradeability. When is the right time to sell [...]
Selling “-abilities”: Reliability
(Part 1 of 4)
Most salespeople love to talk about their “-abilities”: Reliability, Upgradeability, Compatibility and Expandability. Salespeople feel stronger and more confident when they can use their ‘abilities’ to convince the customer to make a buying decision. But what happens when the customer still doesn’t buy? What happens when you keep repeating your [...]
Selling With Purpose
What is it about selling that makes you afraid? Do you get nervous at the hint of having to sell? Is it the fear of rejection that scares you? Is it the fear of not being able to communicate effectively?
Define Your Fear. What is it about selling that makes you afraid? Next question, [...]
I believe that everyone understands that no matter what business you are in- Real Estate, Financial Services, Teaching, Auto Sales any other profession, we are all in the PEOPLE BUSINESS. It’s been said that fully 85% of your success in life is directly related to your ability to effectively work with people. So I wanted [...]