If you’ve ever watched Law & Order or any of the other criminal junkie shows on television, chances are you’ve heard an attorney shout the words, “Objection! Leading the witness.”
Leading the witness isn’t allowed because it can sway the testimony to the attorney’s benefit. It can almost be a way of putting words in someone’s mouth. It’s known as a tie-down, and the principle behind it drives one of the most effective closing techniques in all of sales.
Theodore Roosevelt once said that “comparison is the thief of joy,” and he’s right! The moment you begin to compare yourself to someone else, you’ve already lost.
Looking at the success of others (or their “perfect” family, or car, or home, etc.) and thinking they have all the luck can lead you down a very dangerous path. At the end of that path lies the scarcity mentality and all the pitfalls it entails. So how you can avoid letting the success of others rob you of your wins?
I’m a big believer in the power of having goals, so I’m always excited to see people motivated to set them. But I also see a constant problem in that arena: The goals some people are setting are simply astronomical.
It’s healthy to set these hardcore, challenging goals—don’t get me wrong. But they can really backfire if they’re the only one you set. There are three distinct levels of goal setting, and each of them are vital.
Many of us rely heavily on referrals to find new leads for our pipelines. Therefore, nurturing referral relationships is one of the most important things we should be doing on a daily basis.
But are you taking for granted that these people will keep sending business your way? You may think you’re satisfied with the number of referrals you’re getting now, but what if you’re leaving more on the table than you realize? Or what if there was a way to get better quality leads? Wouldn’t you want to know how?
When we approach the start of a new quarter, thinking about the status of our goals for the year is only natural. And it’s completely normal for motivation to come in spurts. It can be hard to stay motivated throughout the calendar year.
But if we allow ourselves to get knocked off track, there’s no hope we’ll ever establish a pattern of setting goals and crushing them. So how do I do it? With five easy steps.
We all hear: There just aren’t enough hours in the day! We are, as a populace, constantly busy and forever wishing we had more time for the things we need and want to do. Well, sometimes we have to make that time.
Saying we can’t do something because we don’t have the time for it is an excuse—and a bad one at that. If we don’t start calling ourselves out on our excuses, we’re never going to have the lives we want. It’s time to sit down and examine what’s important to you.
It’s no secret that the world, in large part, revolves around money. The sales industry is no exception; often the hardest part of closing a deal is negotiating all the little details and associated costs. How is your current pricing structure serving you in that regard?
What if I told you there was a way to eliminate the headaches of negotiation in your business? And that it would not only make your life easier but increase your business? Could a fixed pricing structure be the right move for you?