Five Things You Need to Love to Boost Your Sales

September 30th, 2014

Things You Must Love to Boost Your SalesYou might not think love is vital to your sales success, but it absolutely is! Specifically, there are five things you need to love if you want to increase your sales.

Listen to my appearance on Breakthrough Radio with Michele Price. In this eight-minute segment, I share what these five items are and why it’s so important to love them all. Whether you’re a salesperson, business owner or CEO, you’ll gain powerful insights that will help you sell more. And you’ll love that!

To listen, just click on the link below. Or to download the segment to listen later, right-click the link and select “Save Target As…”

Five Things You Need to Love to Boost Your Sales: Don Cooper on Breakthrough Radio (mp3)

To learn more about Michele Price and listen to her interview other business experts on Breakthrough Radio (which I definitely recommend), check out

Nine Ways to Bore Your Audience to Tears

September 23rd, 2014

boring sales presentationsHate giving presentations—sales or otherwise? Want to relieve yourself of the burden of having to prepare and deliver them ever again?

Just be lousy!

After delivering a few terrible presentations, people will stop asking you to give them. And then you’re home free!

But how can you ensure that your presentation is as awful as it can be? Use these time-tested techniques that horrendous presenters have been using for years to put their audiences to sleep.

1. Talk about what they don’t care about
Everyone cares most about themselves, so when listening to a presentation, we’re most attentive when the speaker is talking about things that matter to us. So talk about anything and everything else! For a sales presentation, that means dwelling on the history of your company, your values and mission, all the features of your product or service (all of them), and anything else you can think of about you. For a speech, focus on issues that don’t affect your audience, avoid empathy, and use examples they can’t relate to.

2. Lose the enthusiasm
Enthusiasm is contagious, so if you’re enthusiastic, your audience will tend to be as well. Fortunately, the opposite is also true. If you sound like you don’t care and don’t want to be there, your audience will feel the same way.

3. Speak in a monotone
No matter how interesting your subject matter, it’s really hard to pay attention when the speaker speaks in a monotone. So don’t let any emotion come through in your voice and avoid changes in your rate, tone and volume.

4. Use lots of data
Numbers in and of themselves are boring. So put your audience to sleep by using as many as you can, preferably with no context. Put the “numb” in numbers!

5. Tell jokes
Amateur presenters believe telling jokes will keep audiences interested and entertained. The reality is, however, if you’ve heard the joke, odds are your audience members have too. Which means it’s not funny and instead, a waste of their time. In fact, opening your presentation with a joke is one of the fastest ways to lose your audience’s attention.

6. Use plenty of clichés
As with jokes, people tend to tune out when they hear clichés because they’ve heard those phrases a million times before. Great presenters avoid clichés like the plague, but if you want to suck, use them like they’re going out of style.

7. Avoid stories
When you tell stories, you risk capturing your audience’s attention. Because stories are inherently engaging. Neuroscientists have discovered that the human brain is actually hard-wired to follow stories to find out how they end. Replace any stories you have with statistics, data and technical jargon.

8. Don’t ask any questions
Asking questions gives audience members an opportunity to be involved. It forces them to think and to contribute. It turns a mind-numbing monologue into a stimulating dialogue. Along the same lines, don’t give your audience the chance to ask questions, if at all possible.

9. Drone on and on and on…
The only thing worse than a boring presentation is one that never seems to end. To maximize your atrociousness, maximize the amount of your audience’s time you waste. Ramble. Go off on tangents. Repeat yourself. Go to great lengths to avoid making a clear point. Eschew structure. Ignore your time constraints. The more you drone on, the more grateful they’ll be when you finally, mercifully stop.

Whether you’re presenting to prospects, peers or paid attendees, these tactics will guarantee you stink up the place so badly you won’t ever be asked to do it again. Sure you’ll lose sales, miss out on promotions, and never feel the exhilaration of a standing ovation. But that’s a small price to pay for being able to forever remain in your comfort zone. Isn’t it?

“That’s Too Expensive”—What It REALLY Means

September 10th, 2014

What Too Expensive Means for Your SalesOne of the most common objections salespeople, professionals and business owners encounter is the dreaded Price Objection. While the wording can vary from prospect to prospect, the gist is, “That’s too expensive.”

Fearing the loss of the sale, too many sellers respond by immediately dropping their price. While this can sometimes close the sale, it’s usually unnecessary, meaning that most salespeople are needlessly throwing away profits.

Because the statement “That’s too expensive” doesn’t mean “If you don’t cut your price I won’t buy this.” What it really means is any one of a number of things. Here are some of them:

• They’ve never bought this type of item before and have unrealistic expectations.

• You haven’t fully educated them about the value of what they’re getting.

• They’ve seen the same product somewhere else for less.

• It’s beyond their budget.

• They’re comparing it with another product or service they believe is comparable.

• They don’t understand the dangers of buying cheap.

• They were planning to buy from someone else all along and just needed a second bid.

• It’s more than they had intended to spend.

• They just want to see if you’ll drop your price.

• The factors that make your product more expensive aren’t of value to them.

• They’ve never spent that much before.

• They’re trying to start a bidding war between you and your competitors.

• You’re showing them a more expensive option than they need.

• They’re cheap.

The good news is that most of these issues are relatively easy to deal with. And most of the others (they’re cheap or they’re trying to start a bidding war) are situations you don’t want any part of.

The key is to ascertain which of the above scenarios is really occurring. So when confronted with a price objection, ask your prospect, “What do you mean by that?” And keep probing until you uncover the real issue. Dealing with that will enable you to close the sale and keep your profit margin, both of which are essential to long-term sales success.

Would You Rather Be Right or Successful?

September 3rd, 2014

Right or SuccessfulWe all want to be successful. And we all like to be right. The problem is, those two things are frequently in opposition.

Whether in sales, customer service, leadership, or our personal relationships, we are often faced with the uncomfortable choice of catering to our ego or catering to the issue at hand.

And it astounds me how many people will choose their ego every time, despite the fact it damages relationships, exacerbates problems and prevents them from succeeding.

That’s the blinding power of excessive ego, which stems from insecurity. And it’s one of the hallmarks of people who seem to constantly struggle without ever reaching their goals.

If you need to be right all the time, customers will stop buying from you, employees will find other jobs, and friends and family will avoid you.

With few exceptions, the most successful people in every field are the ones who have enough self-confidence to allow others to be right. They understand that being wrong in the moment doesn’t mean they’re failures, and that asking for other people’s advice, help and forgiveness is crucial for achieving long-term success.

If you’re wrong, acknowledge it. People will respect you more. If you need assistance, ask for it. Most people are happy to help because it makes them feel important and valued.

With that in mind, here are nine powerful phrases to help you achieve more sales, business and personal success:

1. You’re right.
2. I was wrong
3. That’s a good idea.
4. What do you think?
5. I would love your feedback.
6. Let’s try that.
7. I could use your help.
8. Thank you.
9. I’m sorry.

Use these phrases liberally. They will strengthen your relationships, generate more ideas and create more success in your life.

And that’s what really matters.