Robert JohnsonMost sales people focus on talking, selling, convincing, overcoming stalls and objects, and manipulation. Most sales people have little ears and big mouths like a Hippo. Don't be a Hippo be a Sales Professional.
Robert Johnson## Forget Features, Focus on Emotions: The Power of P.E.N.s in Sales Sales success hinges on understanding **why** people buy. It's not features, it's **emotions**. People are driven by Personal Emotional Needs (P.E.N.s) like security, recognition, or avoiding failure. **Master the Disqualification Mindset:** Focus on prospects with genuine needs you can solve. They need to have P.E.N.s, the Time, Energy & Money (T.E.A.M.) to invest, and be Willing & Able to make a decision (W.W.W.). **Uncover P.E.N.s with Powerful Questions:** Ditch features and benefits, delve deeper. Ask "What P.E.N.s. arise if they don't have your solution?" Then layer on questions like "Why is this important?" This peels back the layers, revealing the true emotional drivers behind their buying decisions. **Become a Trusted Advisor:** By understanding P.E.N.s., you transform from a salesperson pushing features to a trusted advisor solving problems. **Key Takeaway:** Features tell, P.E.N.s compel. Use P.E.N.s. and insightful questioning to skyrocket your sales success!
Robert JohnsonThe Law of Value – Your true worth is determined by how much more you give in value than you take in payment.
Robert JohnsonCultivate Sales Success: Plant the right seeds (activities) to harvest new clients. Focus on leading indicators (planting) to build a strong pipeline and lagging indicators (harvest) to measure success. Build relationships and watch your sales blossom!