Sales tips, leadership communication skills insight and more from Steve Giglio, sales training professional for more than 25 years.

01.26.10 Selling Solutions in Frenzied Times

The fashion world is a mercurial one where you need to understand people’s desires well before you recommend any products. I’ve just worked with a team of very savvy retail salespeople who represent high end jeans and other upscale garments. Their clients are Buyers and the actual designers.  It is essential with jaded Buyers (clients) to control each meeting.

An agenda, often an overlooked or thought-of-at-the-last-minute too, can put you in control and help gain you the results you want. Get agreement on the agenda. This puts you in control of the meeting and avoids the “meet-the-press”/”firing line” environment that so many meetings turn into.

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12.06.10 A World Away, and Yet Familiar Territory

I just returned from my Singapore Training with American Express refreshed and possessing as vibrant a pace as Singapore itself!

The vibe there is one of collaboration and deal creation versus recession and doubt. Three’s a great “Buzz” there that is infectious. It is really a powerful hub of Asia/International commerce.

My clients were motivated by partnering with their clients in a refreshing, “out-of-the-box” fashion. Their passion for driving cooperative conversation before presenting their recommendations was laudable and the right solution for today’s business world everywhere.

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03.31.10 I just want to maybe say…

Qualifiers Don’t Work in Any Country.

I’ve just returned from London working with very switched-on executives in the banking world. What I noticed is they often used qualifiers throughout their negotiations.  Qualifiers are words that dilute and weaken the statement.  Subtly, you lose your listener’s confidence.  Here are some examples:

What I’d like to do today

I guess my concern would be…

I just wanted to go over…

What I am trying to show you …

I believe we have demonstrated…

I think the best thing to do is…

Make sure you know when you are qualifying a statement and when you are not. It will make what you are saying, and how you are being, more clear and compelling.