Sales Archives

Powerless Communication: How to Win People Over

What are the benefits of powerless communication? How can being less assertive help you win people over? In his book Give and Take, Adam Grant discusses the benefits of powerless communication. Grant explains that while trying to present or sell an idea, showing some hesitancy, vulnerability, and warmth will cause your audience to trust you and be more receptive. Here is why you should drop your aggressive approach to persuasion and adopt some humility.

A.G. Lafley: How to Play to Win the Market

How to Play to Win: Effective Strategic Thinking

Want to know how to play to win, according to former P&G CEO A.G. Lafley? How can businesses use cost leadership and product differentiation to win in the marketplace? Businesses that have mastered how to play to win use either cost leadership or product differentiation to thrive in the marketplace. Cost leadership involves pricing competitors out of the market, while differentiation involves selling a quality product that engenders brand loyalty. Read more to learn how to play to win in the marketplace.

Where to Play and How to Win in Business

Business Strategy: Where to Play, How to Win

How do you figure out where to play and how to win in business? What are the factors that can stop you from choosing the right playing field? Knowing where to play and how to win in business involves looking at geography, the products you are offering, and the consumers that will be interested in your product. This will help you choose the best playing field for winning. Factors like lack of demographic focus, lack of innovation, and overreliance on spending can hinder a business from choosing the right playing field. Read on to learn how entrepreneurs can figure out

Techniques for Using Voice and Tone in Sales

What is Jordan Belfort’s advice on using voice and tone while making a sale? How can the right tone help you connect emotionally and increase the chance of a sale? In his sales book, Way of the Wolf, Jordan Belfort discusses voice and tone at length. He asserts that doing things like modulating your voice, using upspeak, sounding sympathetic, and more will help you connect with your prospect and increase the odds of closing a sale. Learn how to sell with your voice and tone below.

Questions in Sales: What to Ask Your Sales Prospects

What questions should you ask in sales? What is the point of asking questions in sales? There are two goals when questioning your prospects: determining their interest in your products, and learning about their problems and concerns. Each goal requires asking different questions. Keep reading for Jordan Belfort’s advice on what questions you should ask a prospect and why.

The 5 Elements of the Strategic Choice Cascade

What is the strategic choice cascade from Playing to Win? How can you apply the strategic choice cascade? The strategic choice cascade sets out five key questions that companies must answer before they can effectively make the right strategic choices. The answers to these questions will help companies develop winning strategies. You can only apply the cascade effectively when you make each strategic choice with the goal of winning and not simply competing. Read on to learn more about the key elements of the strategic choice cascade.

The Three Certainties of the Straight Line System

What are the three certainties from Way of the Wolf? Why are the three certainties essential in Straight Line sales? In his book Way of the Wolf, Jordan Belford discusses the three certainties of the Straight Line system: 1) the product, 2) the seller (you), and 3) the company. If you don’t gain a prospect’s trust in these three areas, then you are less likely to close the sale. Continue below to learn more about the three certainties and what happens if you fall short.

Jordan Belfort: The 4 Steps for Straight Line Selling

What is the Straight Line selling method? How does it compare to the traditional, seven-step methodology? In his book Way of the Wolf, Jordan Belfort teaches the fours steps for Straight Line selling: 1) take control in the first four seconds, 2) build rapport, 3) gather information, and 4) presenting. Belfort recommends looping the conversation to determine what factors are holding the prospect back, then presenting again while addressing those concerns. Continue reading for full instructions on Belfort’s four steps for Straight Line selling.

How to Make Your Sales Presentation Stand Out

Do you often make sales presentations as part of your business? How do you make sure your presentation stands out from the sea of competitors’? In high-profile business-to-business sales, customers often request a sales presentation that explains how the product/service works and how it will contribute to their company’s success. The key to making your proposition stand out from competitors is to design a presentation that is tailored to the specific needs of every client. In this quick article, we’ll look at how to create a customer-focused presentation and how to deal with premature presentation requests.

Body Language in Sales: How to Sell Nonverbally

What role does body language play in sales? How can focusing on your gestures, eye contact, stance, etc. help you close more deals? In sales, body language is a crucial element. At least half of the communication that happens during a sale is nonverbal, so instead of hoping that you’re making a good impression, you should practice effective forms of nonverbal communication. Here’s how to increase sales using body language.