Dr. Lill’s Blog

The art of negotiation can lead to win-win situations

Negotiation is simple to define – it is nothing more than the process of seeking to reach an agreement based on mutual interests. But developing the ability to negotiate effectively requires a good game plan. In the win-win negotiation of relationship selling, both...

Instead of talking, try listening your way to better sales

Are you a good listener? About 80 percent of our waking hours is spent communicating, about half of that listening. Traditional education usually concentrates on reading, writing and speaking. But even if Listening 101 wasn’t in your school program, there is hope...

Key to selling isn’t telling, it’s asking the right questions

For many years, salespeople were told that selling is talking. The apparent method was to tell the prospect everything you knew in hopes that something you said would touch the right spot and the prospect would buy. Unfortunately, the result was often a salesperson...

The power of first impressions

A recent TV commercial for Proctor and Gamble’s Head and Shoulders shampoo ends by saying, “You never get a second chance to make a good first impression.” The opening minutes of the approach must be designed to create an atmosphere of trust. The first 15 words you...

Effective sales presentations don’t happen by chance

The content of an effective presentation requires selling by design – not by chance. Competing with yesterday’s traditional selling strategies and techniques is hazardous as world-class competitors challenge each other. Never before have the latest and best selling...

Using the telephone effectively requires mental preparation

Proper telephone technique enhances a salesperson’s image and preconditions the prospect to receive you favorably. Phoning for an appointment implies that you are courteous and considerate of the prospect’s time. It also suggests that your time is valuable and that...

Using the telephone to make appointments

Because of the ever increasing cost of a sales visit, many companies are encouraging their salespeople to replace the unsolicited or cold call approach with the telephone call to make initial contact with a prospect. Studies have shown that a cold call can cost up to...

Developing strategy on referrals can pay big dividends

The use of referrals is one of the most powerful but underutilized prospecting techniques. Referrals generally provide qualified prospects who have a need for your product or service, the authority to make the purchase decision, and the ability to pay. Referrals, can...

‘MADDEN Test’ can help identify qualified prospects

Successful salespeople establish a clearly defined pattern for prospecting. They know that you can waste a monumental amount of time calling on leads who are not prospects for your product or service. When all you have is a name and address, you have only the...

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