Social dynamics is the science of using nonverbal sub-communication to influence others.The consequences of not using proper social dynamics in your sales interactions are severe, and most of us don't even know we're doing anything wrong.What about pacing the movements of your prospect? It is from the old school of selling that is now wrong.

Nothing is more frustrating than picking up the phone saying, "Hi, here I am ready to buy," and having some rep go into a story bragging about how great the company is and all that they can do. That comes off as pure arrogance to a business owner. Use the KISS test when you're selling. Always ask yourself if what you're doing is actually necessary.

One of the main reasons that internet marketers fail with their AdWords campaigns is because they are lazy. AdWords is not a guided missile to riches that you can simply fire and forget. Like all things in life that provide a great reward, a successful AdWords campaign is something that you have to work at.

I came across an article today that explains how companies can successfully implement a company-mandated sales plan and be sure that all of the salespeople are following it. Forcing salespeople to learn a new system and follow it negates their talent and experience and will immediately destroy their production status. Proven salespeople excel and perform at their very best when treated like independent contractors.

Sales managers frequently approach me for advice on how to keep salespeople motivated, especially when sales reps get into a rut - and seem to keep slipping deeper into it. Offer help without being overbearing. Put your trust and confidence in that salesperson.

Let's say you do well at cold calling and continue to make, say, 30 calls a day. What if you could put systems into place that effectively made an additional 300 calls per day while you're free to do other things? This is the power of leverage, and this is where those who rely solely on cold calling are missing out.

I think most of us were taught and have gotten into the habit of treating prospects as superiors and as a result we tend to do whatever is convenient for prospects and otherwise kiss up to them. As time goes on and I work with more salespeople, I'm realizing that this idea of being powerful really overrides everything else, and once you can pull it off, it overshadows everything.

Rudimentary sales techniques such as cold calling will be more effective for simple sales. Something more sophisticated, however, will be required for the complex sale. If you are involved with long sales cycle products or services, you need to have more than a business card and brochure on your side.

Social dynamics is the science of using nonverbal sub-communication to influence others. The consequences of not using proper social dynamics in your sales interactions are severe, and most of us don't even know we're doing anything wrong because we haven't been taught. So, that said, what can we do to make sure we don't short-circuit all of our efforts by using improper social dynamics?

Cold Calling

The Myth Of Cold Calling 2.0 And Other Urban Legends

I've gotten very good at spotting trends, and there's one that is popular right now: The idea of "Cold Calling 2.0. Let's face it: A cold call is a cold call is a cold call. I don't care if it's a direct, in-your-face, old-school cold call, or a sneaky, pretend-to-be-someone-I'm-not-to-get-a-contact-name cold call. stop treading water with those ineffective and time-consuming cold calls!