You are here: Home / Archives for Tips & Advice

Call Them Out!

Dec 19, 2022 by Leave a Comment
Updates from Marvin Montgomery
Sales Tip #622 From The Sales Doctor
Call Them Out!
It can be very uncomfortable to confront someone who you feel is not being totally honest.

Especially in a sales situation because of the fear of rejection.

However, there are times when you must find out where you stand.

When your prospect continues to postpone their decision and you know that the solution you proposed is the right one, don’t be afraid to knock the deal off the table by saying, “If you have decided to go in a different direction, please let me know now. I can take your no just as gracefully as I would take your yes.”

You might as well find out now instead of getting what I refer to as the slow no or ghosted.
Filed Under: Tips & Advice

What Gets Measured Gets Managed!

Dec 12, 2022 by Leave a Comment
Updates from Marvin Montgomery
Sales Tip #621 From The Sales Doctor
What Gets Measured Gets Managed!
Used wisely, it has colossal power.

This was recognized by the management theorist, Peter Drucker, who reportedly said, “What gets measured gets improved.” 

The trick is to understand the value of data, measure the right things, and then make sense of it all to inform decisions.

What gets measured gets managed or improved!
Filed Under: Tips & Advice

Sometimes You Must Give Up Less to Have More!

Dec 5, 2022 by Leave a Comment
Updates from Marvin Montgomery
Sales Tip #620 From The Sales Doctor
Sometimes You Must Give Up Less to Have More!
Now is the perfect time to begin reflecting on the year that is quickly ending.

What specific areas both personal and professional do you need to do less of, so you will have more time to spend in areas that will allow you to be more productive?

Stop and ask yourself the question, is this the best use of my time right now?

Let’s begin eliminating some of those time-wasters so you don’t carry them into 2023.
Filed Under: Tips & Advice

Do What You Said You Were Going to Do & Don’t Make Promises You Can’t Keep!

Nov 28, 2022 by Leave a Comment
Updates from Marvin Montgomery
Sales Tip #620 From The Sales Doctor
Do What You Said You Were Going to Do & Don’t Make Promises You Can’t Keep!
I’m not sure where this statement came from, but it’s been around for quite some time.

We all know that people buy from people who they know, like, and trust so just follow these two simple rules to begin building trust.

You don’t want to be known for overpromising and under-delivering.

Filed Under: Tips & Advice

You Can Have Everything in Life You Want

Nov 21, 2022 by Leave a Comment
Updates from Marvin Montgomery
Sales Tip #619 From The Sales Doctor
“You Can Have Everything in Life You Want if You Just Help Enough Other People
 Get What They Want.”
– Zig ZiglarThis quote speaks for itself. Well said, Zig.
Filed Under: Tips & Advice

Limiting Belief

Nov 14, 2022 by Leave a Comment
Updates from Marvin Montgomery
Sales Tip #618 From The Sales Doctor
Limiting Belief

I have always said and truly believe in the statement, whether you think you can or you think you can’t – you are right.

Having a Limiting Belief has the same effect.

A limiting belief is a thought or state of mind that you think is the absolute truth and stops you from doing certain things.

These beliefs don’t always have to be about yourself, either. They could be about how the world works, ideas, and how you interact with people.

Often, we are unconscious of what we believe and how those beliefs affect our actions. 

Our limiting beliefs can cause us to miss out on the things that we want most, and our empowering beliefs can drive us toward the life we want to live. 

What is a goal that you have always wanted to achieve and haven’t?

Don’t let your beliefs limit you!
Filed Under: Tips & Advice

Smart People Know What to Say, But Wise People Know When to Say It

Nov 7, 2022 by Leave a Comment
Updates from Marvin Montgomery
Sales Tip #617 From The Sales Doctor
Smart People Know What to Say, But Wise People Know When to Say It

When I saw this quote, I immediately thought of how some salespeople start off the appointment with an information dump that contains knowledge of the company and their product or service, instead of conducting a thorough needs assessment first.

Don’t forget that people couldn’t care less about what you know until they know how much you care.
Filed Under: Tips & Advice

Price Conditioning

Oct 31, 2022 by Leave a Comment
Updates from Marvin Montgomery
Sales Tip #616 From The Sales Doctor
Price Conditioning

Are you waiting until the end of the sale for the customer to tell you your price is too high? That means you are not doing any Price Conditioning.

1. Establish Trust
Establish trust by acknowledging and understanding their budget, asking about their experience so far, and making sure they know more about the process once you leave than they did in the beginning.

2. Know Your Numbers
Price conditioning is meant to set accurate and realistic price expectations.

3. Feel the Timing
Like many sales concepts, price conditioning is not a science; it is an art. You can’t introduce the realistic price too early because you may not have all the information you need. At the same time, you can’t introduce it too late.

4. Present the Price in the Right Manner
Tone is critical when you present the new price expectation. You want to make sure you are confident, yet sincere; empathetic, yet unapologetic.

5. High, Low, Typical
When you present the price range, make sure you are providing a true range. That way, as you continue to explore the call and you discover things that need to be added or removed, you have the flexibility to do so. Always state the high end of the range first. 
Filed Under: Tips & Advice

You Don’t Have to Attend Every Argument You’re Invited to!

Oct 26, 2022 by Leave a Comment
Updates from Marvin Montgomery
Sales Tip #615 From The Sales Doctor
You Don’t Have to Attend Every Argument You’re Invited to! 
During a very recent training session, we were practicing how to disarm and diffuse the argumentative internal or external customer.

When it was time for the feedback, Lori provided the quote for this sales tip – “You don’t have to attend every argument you are invited to.”

In other words, it takes two people to have an argument. 

Make the decision to not participate.

Don’t forget that a wise person said nothing.
Filed Under: Tips & Advice

Get Wisdom!

Oct 17, 2022 by Leave a Comment
Updates from Marvin Montgomery
Sales Tip #614 From The Sales Doctor
Get Wisdom!
Have you ever heard the statement, “A wise person said nothing”? 

So how do you gain that wisdom?

You can start with these four ways to gain wisdom:
1. Gleaning from the collective knowledge of others.
2. Thinking outside the box.
3. Writing down and reflecting on what you have learned through experience.
4. Not rushing to closure.
When you have wisdom, you will also Get Understanding.
Filed Under: Tips & Advice
« Previous Page
Next Page »