Questions Archives | Joe Girard

Sales Pre-Call Planning: 4 Steps to Increase Opportunities

October 2, 2015 by Joe Girard Leave a Comment

How often do you go into a sales call or meeting and aren’t sure what to say?

It’s totally normal and common for salespeople to go into each call and wing it. If you want to succeed long term in the business of getting people to give you money, it’s massively important that you take the time and think through your conversations before they happen.

I am going to give you a few tips and a framework on how to make the most of each customer interaction. [Read more…]

Empathy Skills in Communication [VIDEO]

May 8, 2015 by Joe Girard Leave a Comment

How often are you surprised at how your customers do things differently than you would?

In this post, I have a quick video for you where I share a story about my nephew and how he was scared to talk to strangers when we were golfing. It made me realize a pretty powerful concept that we should focus on at all times – empathy. I have been sharing this story with clients recently and it has definitely provided some “ah-ha” moments this week. I want to share with you why we need to develop empathy skills in communication, how to apply it, and also a cool resource you can use to better understand your customer. [Read more…]

The Best Listening Technique for Sales and Relationships

April 17, 2015 by Joe Girard 5 Comments

How well do you listen? I mean, REALLY listen?

Today I have a super-tip for you that you can use in any situation to strengthen your question and listening skills, and more importantly – your relationships.

Once I was made aware of this one simple tweak to my question skills, it allowed me to connect more quickly, have deeper conversations, and ultimately create more opportunities. [Read more…]

Improve Sales Conversations by Learning How to Facilitate

December 12, 2014 by Joe Girard Leave a Comment

Parrots, Salespeople, — Are you squawking your way through your meetings?

How much are you relying on your “natural abilities” in selling?

The big question is whether you actually have a process or if you are simply “winging it.” You see, on one hand, I am obsessive about psychology, influence, and all the fun stuff around helping people make decisions. That’s the stuff that gets me pumped up. But to be a winner in selling, or pretty much anything, you need an airtight process – especially during your meetings.

Today, I’m bringing together many of the ideas I’ve shared from the past few months and giving you a process you can follow and have some fun with. There are some other concepts that I will expand on as well, so bookmark this post and come back to it often. [Read more…]

Everyone Loves to Buy, So Why do we Hate Salespeople?

June 12, 2014 by Joe Girard 2 Comments

Hate salespeople, Joe Girard I was having lunch with a friend of mine yesterday who has been working as a car salesman for the past two years now and loves it! I am really excited to see how he has progressed and the way he looks at his role as a salesperson. As we were talking, we got into the concept I have mentioned many times:

Everyone Loves to buy, but we hate to be sold.

Today I want to share a few ways you can easily disarm your customers, whether you are a salesperson or not. [Read more…]

10 Steps to Building Better Relationships in Your Network [Slideshare]

June 2, 2014 by Joe Girard Leave a Comment

Better relationships in your network, Joe Girard Want to dramatically increase your success? Grow your network. Reach out and connect with more people the right way and you will find opportunities come at you fast and furiously.

Have a look at the recent slideshow I posted on how to make the most of your connecting efforts. [Read more…]

[VIDEO] SPIN Selling Explained: Asking Awesome Sales Questions

March 8, 2014 by Joe Girard 6 Comments

The other day I posted about SPIN Selling by Neil Rackham and I had a lot of people ask me questions about it. It was a rather long post at 3000 words but definitely worth the read. I shot this 5 minute video to help explain it further and get you excited. I will post the video in the original post as well as here to help you out. If you take the time and apply these skills to your sales process or just in your interactions with others, your success will skyrocket and it actually makes the entire selling process much easier. Even you small business owners, you know you are always selling – this will help you out a ton! I had some fun with this video too, so I look forward to your comments.