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MIND-SET and TRAINING: The Learning Mind-Set (or not) 29 May 2012 | 05:01 am
The last Wiz-Dom presented the “cons’ of scripting. This issue will discuss to “pro” – albeit minor – of response (script) memorization. The following is truly for your staff as, by you, by reading ...
Technorati Claim Token 26 May 2012 | 05:41 am
Please do not comment on this Post. 8GD7WCFDGFSQ This is my Claim Token for Technorati Thank you, Lyle
TO SCRIPT or NOT TO SCRIPT: This SHOULD NOT be a Question 23 May 2012 | 12:08 pm
Recently, one of the Wiz-Dom subscribers asked if I would start including “scripts” for some of the techniques and practices I describe. The short answer is “no” – for a couple of reasons: 1) a self-i...
ANECDOTE – The Eyes Have It 22 May 2012 | 02:07 pm
I have used the story behind this phrase … spoken by Abraham Lincoln (16th President, 1861-1865) … in discussion of “decision-making” when working as a Management Consultant. It is somewhat the precur...
The AYES EYES Have It: 21 May 2012 | 12:09 pm
The Sales Wizard chooses not to comment on “the eyes are the windows to the soul” … yet knows the eyes can provide a multitude of valuable (sales) clues and information. The “ayes – meaning ‘yes’ – h...
QUESTION B4 QUESTION: The Cadillac / Depression Sales Story 19 May 2012 | 01:03 pm
There is a story … which may or may not be true (although I have heard it from “reliable” sources over the years) … that truly emphasizes the need to listen to your suspect / prospect. Furthermore, I ...
THE QUESTION BEFORE THE QUESTION 18 May 2012 | 12:40 pm
As superb salespersons, we ask questions and then listen to the answer the suspect / prospect provide. Now, frequently we “allow” (LOL) the suspect / prospect to ask us a question. Which we answer … ...
VISUALIZATION: Seeing the Sales BEFORE it Occurs 17 May 2012 | 12:58 pm
QUESTIONS: What is it that separates the highly successful individual from the average or even successful individual? Why is it one person seems to achieve extraordinary results on a consistent basis ...
ACCESSING the NON-CONSCIOUS, II 16 May 2012 | 02:00 pm
We all know that questions are the essence of a great sales conversation, yet do we ask ourselves great questions to stimulate our sales success? Here is one you may wish to consider: What a...
ACCESSING the NON-CONSCIOUS I 15 May 2012 | 02:03 pm
What got you interested in – involved in – the Sales and Marketing arena? The thing that got me started was a book which absolutely fascinated me. It is, no doubt, out of print … and, since I read it...
