Reframing – turning ‘not interested’ into ‘sold’

The practice of re-framing – the re-stating of an idea, position, proposition or problem (lets call it the ‘point’ of your communication) using different terms to evoke a different perspective for the audience, is one of the most powerful tools available to a sales professional – and one that all sales people must master. The idea …

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How can you have win-win in competitive selling?

Last week I attended an excellent presentation by Michael Schiffner of Collective Intelligence – where he demonstrated a very interesting exercise that not only showed the directive power of verbal pre-conditioning, but which effectively rammed home the common error many in sales make – almost constantly. The fact that it got the audience to its …

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