Articles from Harlan Goerger | Selfgrowth.com
- Mastering, Leading Decisions Through Questions and Sell More
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Submitted on Mar 04, 2011 from Harlan GoergerSales is about decisions, thus master questions and get better decisions. Despite all the science, the input of experts and top producers, the majority of salespeople still create more resistance, objections and price wars by focusing on product! In the past decade psychology has examined the ...
Views:1213
( 2 votes) - How to Handle the “I don’t have the time” Objection
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Submitted on Mar 04, 2011 from Harlan GoergerHow to Handle the “I don’t have the Time” Objection By Mike Brooks, www.MrInsideSales.com Welcome to the New Year! So, are you ready to start cold calling, prospecting and reaching out to prospects? If so, you’d better be prepared for what is sure to be one of the biggest brush off ...
Views:1278
- Gratitude, Perfect Mind Food
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Submitted on Dec 02, 2010 from Harlan GoergerUtilizing Gratitude as a Self-Confidence builder. There is not doubt that our attitude has an effect on our outcomes. Continually being negative, seeing the bad side of things will limit our outcomes if not eliminate the good in ones life. At the same time being positive about everything does ...
Views:1980
( 4 votes) - Do This and Lose Sales
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Submitted on Jan 07, 2010 from Harlan GoergerDo This and Lose Sales Focus on products lose sales, solutions make sales The North Country is dumped on, 17 inches worth of the white cold stuff. Procrastination has hit, those slick road-hugging sports tires still on the car prove to be highly useless in the slick and hard packed ...
Views:2347
( 13 votes) - Making your 2010 Goals Work
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Submitted on Dec 05, 2009 from Harlan GoergerOvercoming the Avoidance Motivators In the last article, the reason most goals do not work was uncovered. (Why We Can't Change) This article will give you specific steps to overcome those barriers and accomplish more in 2010! Interested? Read on… People motivation is complicated and ...
Views:1641
( 1 vote) - Why Can't We Change, How Comfort Keeps Us From Success
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Submitted on Nov 24, 2009 from Harlan GoergerIt's November and soon Christmas, a New Year and everyone will be talking about resolutions, goals and how 2010 will be even better than ever. All we have to do is set our specific goals, have a plan and execute! Wait a minute! That is what was done last year and the year before! My ...
Views:2907
( 6 votes) - Relationship Selling, So What Is A Relationship
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Submitted on Nov 10, 2009 from Harlan GoergerIt seems that anywhere I turn there is a conversation, blog, discussion or new book on Relationship Selling. You may also be seeing and hearing the banter. I have no problem with the idea of "Relationship Selling", my only question is. "What is this relationship?" can it be described or ...
Views:1399
( 2 votes) - Walking on Thin Ice, is Your Career Secure
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Submitted on Oct 04, 2009 from Harlan GoergerEarlier this morning I commented on a debating blog about true security. By the time I was done with my rant the realization was, here is an article with some punch. Does life limit us? Do we limit us? Does positive or negative thinking limit us? Do others limit us? When you think of ...
Views:1447
( 1 vote) - Turn Fear of Risk into Sales
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Submitted on Jul 20, 2009 from Harlan GoergerOvercoming Risk Aversion in Selling Help clients move forward in the selling process The deadline is approaching, your month is ending and the prospects that should be closing and going for it are not! What is a salesperson to do! We done the discovery, asked the questions, provided the ...
Views:2279
( 5 votes) - Michael, Farrah, Ed and Your Sales
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Submitted on Jul 01, 2009 from Harlan GoergerThe passing of Michael Jackson seem to overshadow everything and several days later the buzz is still going. How can this event overshadow so many others? I caught an early morning news program covering both Jackson and Fawcett and their passing. The interesting thing I noted was the amount ...
Views:1570
( 3 votes) - Five Keys to Controlling Time
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Submitted on Apr 30, 2009 from Harlan GoergerYep, its 11pm and your still working on the stuff you brought home. The kids are in bed and so is the spouse. By the way, the spouse is not happy about this either. This is not an isolated situation, rather it is happening more often than not to more people. With company downsizing and the ...
Views:1122
- Exceeding Customer Expectations Works
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Submitted on Apr 11, 2009 from Harlan GoergerHow what you do during and after the sale makes the difference Most of us have experienced the barley acceptable services while traveling. At most your expectations are guarded optimism as to how things will go. Those who travel on a daily basis have developed their own ways of coping with the ...
Views:1939
- The Creative Executive: What the CEO Can Learn from a 10-year Old
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Submitted on Mar 31, 2009 from Harlan GoergerWe're at 30,000 feet and heading South to Florida for some R&R as well as business. The young lady next to me has a very interesting book that many CEO's might benefit from. One page has a listing of words while the next page starts a story and leaves blank spaces for her to fill in. She can ...
Views:999
- Flood, Fear and Prospects: How Our Emotions Affect Our Decisions
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Submitted on Mar 31, 2009 from Harlan GoergerIt's a record at 40 feet, it may go to 41 or 42 and at 43 we're screwed! That's the jist of many conversations here in the Red River Valley as our quiet Red River swells to 3-4 times its size. Observing how people react in such situations can give us some good insight into how they make ...
Views:1980
- Life Without Leaders
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Submitted on Apr 21, 2008 from Harlan GoergerLife without Leaders Can groups function without leadership? One of my connections on LinkedIn posed an interesting question that got me thinking. Can a Leaderless Organization Succeed? It really got everyone thinking about what Leadership really is. Whether you’re a manager, salesperson or ...
Views:1142
- The Power Of Liz
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Submitted on Apr 14, 2008 from Harlan GoergerI would like you to do something for me. Take your left and right index finger and point them to your head. The area to point them at is just behind your ears on each side toward the top of the ear. Now if you push really really hard…. No, that might hurt and not be good for you. But if you ...
Views:941
- Persuasion Basics
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Submitted on Apr 14, 2008 from Harlan GoergerIt’s Thursday and I’m meeting with a CEO of a wholesale company. “Yes we have a very experienced sales crew, many of them with over 20 years of selling in the industry.” was John’s, the CEO, response. “If that is so, why such a challenge in getting more market share?” I asked. “Well, here is ...
Views:1092
- Persuading The Board
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Submitted on Jan 29, 2008 from Harlan Goerger7 Points in persuasive group presentations Brian is more than nervous, this is a big deal! Actually the biggest deal to date for the financial advisor. He paces and tries to think of what and how he should present his solution to the Board of Directors. Now Brian has done public speaking ...
Views:1183
- The Fatal Customer Service Word
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Submitted on Dec 11, 2007 from Harlan GoergerHere we go again; this is the third trip to the big box with this new laptop that keeps messing up! This time Shawna who bought the laptop, her husband Jason, Gwen and I approach the customer service counter. Just to keep you up to speed, this new laptop has crashed and lost several months ...
Views:1331
- Ignorance, The Salesperson’s Friend?
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Submitted on Sep 29, 2007 from Harlan Goerger8 Steps to developing the Socratic Method Sue is meeting with Mr. Corporate, after some initial small talk Mr. Corporate asks, “What have you got?” Sue responds, “I have prepared some ideas on your new campaign and am prepared to present it, but before I do that could you bring me up to ...
Views:1019
- Frenzied Time Management
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Submitted on Sep 29, 2007 from Harlan Goerger6 Absolutes for Top Performance. Does your day start with something along this order? You pick up the phone, “Can we get together next Tuesday?” “Oh man we are so swamped, I don’t know how I can get freed up!” goes the voice on the other end. Most of us in management and sales end up ...
Views:1335
- The Fallacies of Motivation
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Submitted on Sep 29, 2007 from Harlan Goerger4 Keys to develop the “Will Theory” As a new sales person I always had the challenge of overcoming the negatives. Cold calling, getting lots of No’s and still making the next call. I heard lots of talk and ideas on motivation and listened to lots of tapes by Zig Ziglar, Earl Nightingale and ...
Views:2207
- It Is Not Done Yet!
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Submitted on Sep 29, 2007 from Harlan Goerger6 Steps to getting delegation buy-in. You mean to tell me another time extension is needed to get this done. Haven’t you already had two extensions and increased budget for this project asks the president. Yes we have and there have been all kinds of problems that have come up, we ...
Views:1071
- Using Sales Resistance To Sell
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Submitted on Sep 29, 2007 from Harlan GoergerTwo Keys for using oscillation in selling Now you’re talking with a potential customer and looking for the closing opportunity. You have used the same approach many times and sometimes it’s an automatic “yes” and other times it’s a stall. You may have asked at the “no” end of the oscillation ...
Views:2352
- Engaging Customers
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Submitted on Sep 26, 2007 from Harlan GoergerEngaging Customers 3 methods to get people talking Step 1: Have you ever wondered why some people turn sales people and others down? To get past this resistance we need to understand that selling is all about communications, not your product. In this segment we will start with the ...
Views:4653
- Did You Sell Something Today
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Submitted on Aug 22, 2007 from Harlan Goerger4 key areas that sales managers need to focus on 14 Sep 2006 Joe had a full day with 9 appointments. He comes back to the office with his head hung. The boss asks, “Did you sell something today?” “Not one dang thing”, retorts Joe, “The competition is killing us!” I just wonder how ...
Views:1380
- Raspberries and Problem Solving
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Submitted on Aug 22, 2007 from Harlan GoergerA Gardener I am not, but a few years ago some Raspberries were transplanted and took over the North side of my house. As I was taking my evening stroll in my yard, I noticed that they were loaded with sweet red berries. I decided to spend the time picking several quarts of the elusive red ...
Views:1075
- It Is Not Done Yet!
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Submitted on Aug 22, 2007 from Harlan GoergerYou mean to tell me another time extension is needed to get this done. Haven’t you already had two extensions and increased budget for this project asks the president. Yes we have and there have been all kinds of problems that have come up, we are not getting the support from the other ...
Views:922
- Using Sales Resistance to Sell
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Submitted on Aug 22, 2007 from Harlan GoergerNow you’re talking with a potential customer and looking for the closing opportunity. You have used the same approach many times and sometimes it’s an automatic “yes” and other times it’s a stall. You may have asked at the “no” end of the oscillation rather than the “yes”. · Unless ...
Views:1338
( 1 vote) - “Sold” before you say a word!
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Submitted on Feb 27, 2007 from Harlan GoergerIt’s been one of those days; Ben has made several calls today with mixed results. One has really got him pondering what he is doing wrong. A customer decided to go with a competitor whose salesman has a questionable reputation. The competitive sales person promises a great deal, most of which he ...
Views:944
( 1 vote) - Raspberries and Problem Solving
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Submitted on Aug 16, 2006 from Harlan GoergerA Gardner I am not, but a few years ago some Raspberries were transplanted and took over the North side of my house. As I was taking my evening stroll in my yard, I noticed that they were loaded with sweet red berries. I decided to spend the time picking several quarts of the elusive red ...
Views:1221
- Four Keys to Understanding Sales
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Submitted on Apr 17, 2006 from Harlan GoergerOver the years I’ve read a hundred sales books with all kinds of different approaches and ideas. Some were very good and others left questions about their authors understanding of selling. When ever I found myself in a slump or things just didn’t seem to work the answer always seem to be in ...
Views:1031
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