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A Still Tongue Makes A Wise Head!

Sep 14, 2020 by Leave a Comment
Updates from Marvin Montgomery
Sales Tip #507 From The Sales Doctor
A Still Tongue Makes A Wise Head!
During a recent training session, we were discussing the power of silence, so I shared one of my favorite sayings:

“A wise person said nothing.”

Then one of the participants said that his Mother always use to say “A still tongue makes a wise head!” I love it! It’s another great saying. They both speak to the importance and power of silence.

Remember that your goal in any conversation should be to do more listening than talking.

That’s wisdom!
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You Have The Answers!

Sep 8, 2020 by Leave a Comment
Updates from Marvin Montgomery
Sales Tip #506 From The Sales Doctor
You Have The Answers!
Do you remember when the teacher would give you the 20 spelling words on Monday, give you a practice test on Wednesday, and the real test on Friday?

When my kids would complain about having to learn the 20 new words, I would remind them to stop complaining because you already have the answers to the test. All you have to do is prepare and practice and you will get an A+.

So my question to you today is: have you gotten the answers to the test your customer is going to give you so you can close the sale?

Your company will provide some of the answers with training, but you also have an obligation to get some of the answers on your own.
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Your Keys To Sales Success

Aug 31, 2020 by Leave a Comment
Updates from Marvin Montgomery
Sales Tip #505 From The Sales Doctor
Your Keys To Sales Success

1. KNOW YOUR “STUFF” AND BELIEVE IN IT: Customers know the difference between a learned sales presentation and a heartfelt one.

2. STOP SELLING AND START LISTENING: Customers buy from you based more on how well you listen than on how well you talk. Stop selling and start listening.

3. LEAVE YOUR EGO AT THE DOOR AND LEARN FLEXIBILITY: Keep an open mind and always address the current circumstances.

4. RESPECT HOW YOUR CUSTOMER PREFERS TO COMMUNICATE: The result is that customers who feel that you communicate on their wavelength will open up to you more readily.

5. PLANT TRIGGERS AND LEAVE FOOTPRINTS: The objective of planting triggers and leaving footprints is to make it easy for your customers to remember and find you when thinking of your product or services.

6. MANAGE YOURSELF LIKE A BUSINESS: Your time is your money. Invest your time in the places that generate the most profit.

7. PLANT SEEDS EVERY DAY: Plant seeds every day. No matter how busy or great business is today, to attain  consistently high sales results you must engage in prospecting activities daily.

8. LET GO OF TACTICS AND DEVELOP PERSONAL JUDGEMENT SKILLS: Personal judgment skills come from the day-to-day experiences of letting go of tactics and become customer-focused.

9. MANAGE THE SALES PROCESS WITH NEXT STEPS: The best way to stay in control is to make sure you establish “next steps” at the close of every interaction.

10. LET YOUR ENTHUSIASM SHOW: Enjoy, and let them see the enthusiasm in your work.

11. BE A STUDENT OF THE WORLD: People relate to people. Be a student of the world and you will grow in your ability to relate to others, in different ways, and in different worlds.

12. ALWAYS BE POSITIVE: Respect your profession, respect others, and always be positive.
Filed Under: Tips & Advice

Don’t Let The Past Control Your Future!

Aug 24, 2020 by Leave a Comment
Updates from Marvin Montgomery
Sales Tip #504 From The Sales Doctor
Don’t Let The Past Control Your Future!

It does not matter if it happened seconds or years ago; you are still in control. If it’s something you can control, take care of it now. If it’s something you can’t, let it go. Either action provides a solution so that you can move on and not be held back by your past.
Filed Under: Tips & Advice

People Don’t Rise To The Occasion; They Rise To The Level Of Their Training

Aug 17, 2020 by Leave a Comment
Updates from Marvin Montgomery
Sales Tip #503 From The Sales Doctor
People Don’t Rise To The Occasion; They Rise To The Level Of Their Training

When I saw this quote I immediately thought about Captain Chesley “Sully” Sullenberger, the pilot that safely landed his disabled plane in the Hudson River. Sully says that his training prepared him for that unfortunate situation.

He didn’t rise to the occasion; he rose to the level of his training.

How about you? Preparation & practice provides peak performance!
Filed Under: Tips & Advice

How To Negotiate Well, Part 1

Aug 10, 2020 by Leave a Comment
Updates from Marvin Montgomery
Sales Tip #501 From The Sales Doctor
How To Negotiate Well, Part 1

“There is…a time for every purpose under heaven.” Ecc 3:1 NKJV

The first thing I do every morning is read my Daily Devotional. Recently, I was pleasantly surprised for two days in a row to read about “How to Negotiate Well” so I thought I would share it with you. Let me know what you think.

In order to negotiate well, it helps to understand what’s happening on both sides of the table. People seldom buy a product for the reason you want to sell it. If you show more interest in making a profit than meeting their need, you’ll fail. Here are three things to keep in mind when negotiating with someone.You must have the right attitude. Nobody likes being taken for granted, coerced or pressured.
You must consider the cost involved for others. There’s a world of difference between negotiating with someone who has so much money that whatever the cost they can afford it, and someone who is sacrificing because they really need your product or service.
You must have the proper timing. Solomon tells us there’s “a time to gain, and a time to lose.” Whether you’re asking for a raise or trying to sell a product or service to a customer, timing is important.
God cares about honesty in the workplace; your business is His business.
Filed Under: Tips & Advice

Be Aware of Buyer’s Remorse

Jul 27, 2020 by Leave a Comment
Updates from Marvin Montgomery
Sales Tip #500 From The Sales Doctor
Be Aware of Buyer’s Remorse
Sometimes the real reason behind your customer’s postponement is Buyer’s Remorse. That’s when a person begins to doubt the decision they are about to make or have already made.

In order to overcome Buyer’s Remorse, you will have to  reaffirm to them that the decision they are making is the correct one. Verbally tell them they are making the right decision and then let them know why. The “why” is the solution that your product or service is providing, and will reinforce the value of moving forward with their decision.
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When We Know Better, We Do Better!

Jul 20, 2020 by Leave a Comment
Updates from Marvin Montgomery
Sales Tip #499 From The Sales Doctor
An Expert Seems Expensive Until You Hire An Amateur!
I came across this statement on LinkedIn that was presented by Robin Sacks who is a Confidence Coach, Public Speaking Coach, Professional Speaker, Author, and Wordsmith. I immediately responded to her with a resounding AMEN. That is so true.

There is definitely a significant difference between and expert and an amateur. Use this quote the next time a prospect is challenging your price and comparing you with a competitor that does not measure up to your expertise.
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When We Know Better, We Do Better!

Jul 13, 2020 by Leave a Comment
Updates from Marvin Montgomery
Sales Tip #498 From The Sales Doctor
When We Know Better, We Do Better!
This statement can definitely be applied to salespeople. I’m currently conducting ongoing training with two people who had no previous sales training. The owner recently told me that their Close Percentage has increased dramatically as a result of the training.

It makes me think of one of my favorite sayings: “Preparation & Practice Provides Peak Performance.”

Identify and get trained on what you need to know so you can do better!
Filed Under: Tips & Advice

Adjournment Close

Jul 6, 2020 by Leave a Comment
Updates from Marvin Montgomery
Sales Tip #497 From The Sales Doctor
Adjournment Close
I love it when someone calls me and says I used what you covered in the training and it worked. The customer told her that they needed some additional time to think about it and the immediate reply by the salesperson was “That’s fine, I can step out and give you some time. Just let me know when you are ready and I will come back in.”

She stepped out to let them talk it over and was invited back in less than five minutes. The customer said we are ready to move forward.

The next time your customer says they need to think about it just adjourn to another room and give them some space and time to think about it instead of leaving. It works!
Filed Under: Tips & Advice
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