Earlier this week I was asked to answer the question, "If personal selling could be summed up in one or two words what would those two words be?" and the phrase, "Trusted Facilitation" immediately came to mind. I realize that the ...READ»
Why is it so important to provide safety before I begin the sale?
Providing Safety First
It’s a unique concept, approaching the sale from the abstract angle of establishing a safe environment for the prospect, and one that’s ...READ»
Jerry Rouleau, New Home selling expert and host of BuilderRadio.com, interviews me on the Monday Morning Sales Meeting and we discuss the idea of Branding Therapy, core human behavior cues and their value in setting up a successful ...READ»
Hello. My name is Douglas Ernst. On behalf of my colleagues and me, thank you to everyone that has contributed to our successes, and growth – both personal and professional!
The goal of this blog is to share the ...READ»
Face-to-face selling skills and prospecting skills will never be replaced by online social media.
Don't get me wrong. I'm a fan of social media and online networking with LinkedIn, Digg, Twitter, and all the rest, but these are ...READ»
Too many salespeople fail to ask for the order.
One sales representative invested ten months working with the prospect closely on their project. And yet, when the time came to consummate the order, she froze. Another sales ...READ»
When you order a burger and the salesperson asks “Would you like fries with that,” you’ve experienced a marketing tactic called cross-selling. This strategy encourages customers to purchase additional products and services ...READ»
Marketing - A Juggler’s Art: Marketing, in more the one way, is like juggling. This strange analogy will become crystal clear if we take a close look at it. Just like the juggler the marketer too has to do these things to thrive in ...READ»
One of the simplest ways to increase your productivity as a salesperson is to tune into your buyer's point of view. When you are in tune with your buyer you have empathy. This means that you can identify with and understand their ...READ»
