Hot Buttons and Objections – Hustler/GoGetters
My Chinese partner, Michael Chen, CEO of Zest Learning in China, has asked to write a series of blogs on what is the key hot button for each of the seven components and what are the likely objections such individuals are likely to provide during a sales call. We have so far dealt with the Politician (P) and Normal (N) components so now let’s consider another common component in decision makers: the Hustler/GoGetter or H component. Hustler/GoGetters are driven by the desire for material succe.....
Read MoreHot Buttons and Objections – Normal/Regulators
My Chinese partner, Michael Chen, CEO of Zest Learning in China, has asked to write a series of blogs on what is the key hot button for each of the seven components and what are the likely objections such individuals are likely to provide during a sales call. We have dealt with the Politician or P component so now lets consider the next most common component in decision makers: the Normal/Regulator or N component. Unlike the other six components that are genetically set in your temperament The.....
Read MoreHot Buttons and Objections – Politicians
My Chinese partner, Michael Chen, CEO of Zest Learning in China, has asked to write a series of blogs on what is the key hot button for each of the seven components and what are the likely objections such individuals are likely to provide during a sales call. Of all the seven components, decision makers are more likely to have the Politician or P component so I will start with them. High Ps are driven by the desire to win and love making decisions. So the worst thing you can ever do when presen.....
Read MoreThe Emotionally Intelligent Salesperson
Daniel Goleman, the author and coiner of the term Emotional Intelligence, recently posted a blog about The Emotionally Intelligent Salesman. Now whenever I think about the EQ of sales people I remember a blog by Tom Searcy, The 7 Traits of Quota-Crushing Sales Pros. In this blog Searcy, based on his experience with thousands of sales reps in 200+ companies, lists off seven traits: They have no time for anything that is not their deal. They sell inside the company harder than outside. They.....
Read MoreChris Golis - Author
"Put in a sales perspective, I loved your presentation! I got a lot from what you talked about and I will read your book."
Peter Morris, Executive Officer, Lomax Financial Group
Your presentation on 'Lifting your Level of Emotional Intelligence" to 10 CEOs scored an average 8.9 out of 10 for the topic and 8.5 for the presentation which is great. A couple of the attendees gave you a 10 out of 10, and the comments were:
- Great presentation. Very informative.
- Excellent presentation.
- made me think.
Christi Spring CEO Institute. - web www.ceo.com.au.