Why I Don’t Verify Appointments

We’ve all had it happen to us. We set an appointment that we’ve been trying to get for weeks (or even months). We show up the standard 15 minutes early and check in with the receptionist. Then we sit. And sit. And sit. The receptionist finally tells us that our prospect got called into a meeting, or double-booked himself, or …

Sales Managers Shouldn’t Monitor Activity

Anybody can read a recipe, mix the ingredients, and end up with the same edible meal. A great chef can use the same recipes, same ingredients, and come up with something truly remarkable. You can’t judge a chef on their recipes… you judge them on their results. The same is true with salespeople. Most sales managers look for something they …

Don’t Give Up

In today’s “gotta-have-it-now” society, many salespeople are quick to dismiss a prospect if there isn’t an immediate need. The problem with that is when you’re doing complex sales, most prospects don’t immediately know they need help, let alone realize they need your particular solution. They depend on a sales professional to help them identify business problems and the impact those …

You Asked For It

Too many people don’t ask the tough question because they don’t want to know the answer. What’s the question? “Is there anything you see in ________ that would prevent you from ________ ?” Examples of this question would be: Is there anything in our demonstration that would prevent you from moving forward with a cost analysis? Is there anything in …

The Old Sales Model is Dead

Old sales model: seller had more information than buyer, so people felt intimidated and taken advantage of. New sales model: buyers usually have more information than sellers. How to succeed: help them identify their problem and find a realistic solution. Be of use and do not use the client. One Moore Thing: Success is a long-term goal. Most anybody can …

Improv Selling

If you’re not familiar with improv (short for improvisational) comedy, it’s essentially flying by the seat of your pants in front of an audience waiting to be entertained. Typically there are between 2-6 participants and unlike traditional stage acts, there is no memorization of material because they don’t know what they’re going to do until they are up on stage …

The Happiness Guarantee

I have been fortunate enough to travel around the world and do business with people from dozens of countries. Whenever I have that opportunity, I talk to them about their culture, finances, taxes, job prospects, etc. Each country has something unique to offer, whether it’s history, food, manufacturing, or natural resources. What many of them don’t have is opportunity for …

The Hidden Opportunity

None of us are immune to something bad happening to us… the loss of a friend, or a job, or a prospect. In the immortal words of Forrest Gump, “it happens”. Typically when something bad happens, we focus on the problem and the opportunity it has taken away rather than the one that is hidden in the sands of change. …

Negative Up, Positive Down

Far too many people hide bad news from their superiors and then don’t share¬†the credit when praise is given. The problem with this is that your manager will never trust you and your team¬†will never respect you. Instead, share the negative news up the chain and the great news down the chain to your peers and subordinates. One Moore Thing: …

Confidence Breeds Confidence

Confidence is crucial. If you don’t believe in yourself, your organization, your product, and your prospect, then your prospect won’t believe in you. The confidence that you emanate will help your clients be confident in their decision to choose you. People that lack confidence tend to overcompensate by being pushy and a jackass. And, just in case you didn’t already …