Next time someone asks you to repeat a question, count the number of words. Chances are it was more than ten. I’ve often noticed this happening with salespeople talking with prospects and clients and executives speaking with members of their team. What’s the issue? Our brains process questions of less than ten words much more effectively than those that exceed ten.
Each time we pose a question of more than ten words, the listener spends more time focusing on the question and less on…Continue
Added by Scott Wintrip on May 19, 2014 at 8:37am — No Comments
Heavy-handed techniques, complex closes and feature-benefit laden pitches have dominated sales for years. These methods are exhausting to do and even more taxing on the receiving end for buyers. It’s little wonder that virtually no one likes to be on the receiving end of a sales pitch.
I wrote Sales Yoga to help solve this problem once and for all. Sales Yoga is a “collaborative approach to meeting the shared needs of a buyer and seller.”
When done right, the…Continue
Added by Scott Wintrip on November 11, 2013 at 9:30am — No Comments
Having to tell my son, Ben, his dog had to be euthanized this past Tuesday is now on my top ten list of life’s crappy moments. Seeing him cry as he said goodbye to Max, yep, that’s on the list as well. That same day, a girl with whom he was starting a relationship suddenly ended their friendship by text. As Ben put it, “this day can’t get any worse.”
As a Dad, I want to shield Ben from these hurts in life. But I can’t, which really pisses me off at times! So I did the next best…Continue
Added by Scott Wintrip on October 3, 2013 at 10:37am — No Comments
That’s the case in this latest awarding of Radical Accountability Zeroes to the UFT, the New York City affiliate of the American Federation of Teachers, and the New York State…Continue
Added by Scott Wintrip on July 3, 2013 at 10:22am — No Comments
I’ve just returned from an extended business trip to the Twin Cities of Minnesota where I enjoyed a healthy dose of Minnesota Nice. If you’re unfamiliar with this, it’s a way of being in the Land of 10,000 Lakes. The cordiality and devotion that Minnesotans extend to one another, and guests like myself and my wife, is so commonplace that someone just had to give it a name.
Added by Scott Wintrip on July 1, 2013 at 9:30am — No Comments
Desolate and lonely, you find yourself in a vast space where it seems no one, absolutely no one, can be found. Parched and hungry you trudge on, getting wearier by the moment. You just want to give up, thinking, “this is it. This is where it all ends.”
No, this is not a vain attempt at channeling Stephen King or Dean Koontz. Rather, the “desert” described above is the mental space that…Continue
Added by Scott Wintrip on June 17, 2013 at 9:00am — No Comments
Cans work well for beans and vegetables but fail miserably in sales. Yet, many sales organizations mandate that salespeople memorize or read specific soundbites designed for specific situations. Would you want to be on the receiving end of one of these impersonal, canned statements? This type of sales practice is just one of many reasons why people dislike hearing a sales pitch.
In Sales Yoga, we practice the art of Integrative Questioning to build rapport, develop…Continue
Added by Scott Wintrip on May 30, 2013 at 8:30am — No Comments
Earlier this week, a salesperson told me about a difficult conversation she was about to have with a client. In asking for my advice, she said there was a chance this customer will ask for a price reduction and that she’d have to do a “dog and pony show” to convince them to keep working with her at the current rate.
I told her she needed to “kill the dog and corral the pony.” As you may suspect, there was a long pause on the other end of the phone after such a startling…Continue
Added by Scott Wintrip on May 2, 2013 at 9:30am — No Comments
Scott explains the four ‘C’s’ that will allow you to craft powerful sales and marketing messages.Continue
Added by Scott Wintrip on February 15, 2013 at 8:26am — No Comments
I ought to send Scott Thompson a thank-you note. The former CEO of Yahoo recently stepped down (or perhaps was gently pushed) after it was revealed that he had been … let’s just say “less than accurate” about his academic credentials. He claimed to hold a degree in computer…Continue
Added by Chris Englin on May 17, 2012 at 9:00pm — No Comments
Two weeks ago I took my eldest son to the 2012 Year 7 Orientation Day at his new secondary school. All the kids and parents were milling around before the event started. There was an excited buzz in the air as students from many different primary schools checked out their future school-mates.
As I was waiting for the formalities to start, I was looking around the hall and noticed the school motto plastered across the wall: There is more in…Continue
Added by Ross Clennett on December 12, 2011 at 7:51pm — No Comments
None of us has the ultimate power to change global events. We can, however, make changes in our businesses to make these our best years ever.…Continue