tag:blogger.com,1999:blog-14380170494748597812011-11-27T18:22:19.347-06:00The Selling GapSelling, the lowest paid easy work or highest paid hard work! How do the top producers make it seem easy!
The Selling Gap takes proven methods of selling, adds the latest ideas about persuasion and gives you several new never published concepts!
This blog provides insights into the material contained in The Selling Gap!Harlan Goergerhttp://www.blogger.com/profile/14244987450419312389noreply@blogger.comBlogger241100tag:blogger.com,1999:blog-1438017049474859781.post-91019372632664933202010-07-19T19:07:00.002-05:002010-07-19T19:10:07.739-05:00Acknowledging the GorillaWith the new book, Bypassing No in Business being released in a few weeks, I thought a taste would be good gift to you. Here is one chapter from the book! __________________________________________________________________ “All problems become smaller if you don’t dodge them but confront them. Touch a thistle timidly, and it pricks you; grasp it boldly and its spines crumble.”William S. Harlan Goergerhttp://www.blogger.com/profile/14244987450419312389noreply@blogger.com0tag:blogger.com,1999:blog-1438017049474859781.post-49972199060503900812010-01-25T14:21:00.000-06:002010-01-25T14:22:54.860-06:00Does Your Body Language Work For YouHow to Read Customers Hidden Body Language Messages to Close Sales What your body says is more important than what you say Presented by Harlan Goerger "What happened Joe, we had that sale, what did we miss!" Yes, our bodies say far more than our words, yet salespeople misread some 60% or more of customer's body language. TheyHarlan Goergerhttp://www.blogger.com/profile/14244987450419312389noreply@blogger.com0tag:blogger.com,1999:blog-1438017049474859781.post-20046893687768983142010-01-07T08:45:00.002-06:002010-01-07T08:47:03.027-06:00Do This and Lose SalesDo This and Lose SalesFocus on products loses 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 snow. Monday morning, the first priority is to have the car be mobile Harlan Goergerhttp://www.blogger.com/profile/14244987450419312389noreply@blogger.com0tag:blogger.com,1999:blog-1438017049474859781.post-45733559870239591922009-12-05T16:29:00.002-06:002009-12-05T16:32:35.818-06:00Why Can't We ChangeHow Comfort Keeps Us From SuccessIt'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 income is the same, my weight has gone up and I am more frustrated than ever! What isHarlan Goergerhttp://www.blogger.com/profile/14244987450419312389noreply@blogger.com0tag:blogger.com,1999:blog-1438017049474859781.post-75605414951178030322009-12-05T16:27:00.001-06:002009-12-05T16:29:27.207-06:00Making your 2010 Goals Work Overcoming the Avoidance MotivatorsIn 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…MORE....Harlan Goergerhttp://www.blogger.com/profile/14244987450419312389noreply@blogger.com0tag:blogger.com,1999:blog-1438017049474859781.post-41461360493338181362009-11-10T20:46:00.002-06:002009-11-10T20:50:20.201-06:00Relationship Selling, So What Is A RelationshipIt 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 is it just another catch phrase to sell product and talk smart.My belief is it can be defined, but many Harlan Goergerhttp://www.blogger.com/profile/14244987450419312389noreply@blogger.com0tag:blogger.com,1999:blog-1438017049474859781.post-59693760590576768722009-10-04T14:10:00.003-05:002009-10-04T14:14:05.065-05:00Walking on Thin IceWalking on Thin Ice, is Your Career SecureThe definition of security and thin iceEarlier 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 security, be it financial, physicalHarlan Goergerhttp://www.blogger.com/profile/14244987450419312389noreply@blogger.com0tag:blogger.com,1999:blog-1438017049474859781.post-18461596067341189492009-07-27T09:25:00.002-05:002009-07-27T09:29:46.359-05:00Body Language, How is YoursThe scenario: You have an appointment with a major client. The potential need is there and the match is right for your product.As you walk into to meet the client for the first time, you're not sure you really like or even trust this person. The conversation continues and for some reason you keep feeling something is not right. This client does not seem to be engaging with you, the trust issue isHarlan Goergerhttp://www.blogger.com/profile/14244987450419312389noreply@blogger.com1tag:blogger.com,1999:blog-1438017049474859781.post-43298636917418773842009-07-20T15:37:00.001-05:002009-07-20T15:39:10.370-05:00Dealing with Risk Resistance to Close SalesOvercoming Risk Aversion in SellingHelp clients move forward in the selling processThe 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 solution, yet we seem to get inaction from the client.The issue might be RISK AVERSION and we may not have Harlan Goergerhttp://www.blogger.com/profile/14244987450419312389noreply@blogger.com0tag:blogger.com,1999:blog-1438017049474859781.post-43917033461374322552009-07-01T09:26:00.002-05:002009-07-01T09:29:32.298-05:00Migrating from a Product Sales Person to a Solution Sales PersonMigrating from a Product Sales Person to a Solution Sales PersonPresented by Harlan GoergerWhat is the determining factor in who wins a sale? Is it price? No! Is it the product knowledge of the sales person? No! Prospects can learn product information easily enough on the web. They don't need a sales person for that.Buyers expect sales people to formulate solutions to their problems, not push Harlan Goergerhttp://www.blogger.com/profile/14244987450419312389noreply@blogger.com0tag:blogger.com,1999:blog-1438017049474859781.post-75689700817963013452009-07-01T09:24:00.001-05:002009-07-01T09:26:42.748-05:00MasterClass from TopSalesExpertsCreating the Solution MindsetTuesday July 7th 2009 1:00 PM EASTERNWhat is the determining factor in who wins a sale? Is it price? No! Is it the product knowledge of the sales person? No! Prospects can learn product information easily enough on the Web. They don't need a salesperson for that.Buyers expect salespeople to formulate solutions to their problems, not push their wares. Yet, many Harlan Goergerhttp://www.blogger.com/profile/14244987450419312389noreply@blogger.com0tag:blogger.com,1999:blog-1438017049474859781.post-30999840213738187052009-07-01T09:20:00.001-05:002009-07-01T09:23:59.344-05:00Michael, Farrah, Ed and Your SalesMichael, Farrah, Ed and Your SalesHow polarizing makes salesThe 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 of coverage for Jackson versus Fawcett. While Harlan Goergerhttp://www.blogger.com/profile/14244987450419312389noreply@blogger.com0tag:blogger.com,1999:blog-1438017049474859781.post-86311069674888700122009-06-09T18:25:00.001-05:002009-06-09T18:27:40.303-05:00Top Salespeople Avoid Commodity SellingTop Salespeople Avoid Commodity SellingHow even TP can be elevated to a higher level.Are we talking about Beans, Pork Bellies or Gold? How about Bread, Beans and Copy Paper?The reality is most salespeople tend to turn a very unique product/service into a commodity in the buyers mind. As a result, the sale ends up being a price war and much harder work than it need be.Now what is meant by "Harlan Goergerhttp://www.blogger.com/profile/14244987450419312389noreply@blogger.com0tag:blogger.com,1999:blog-1438017049474859781.post-59596348964448142142009-05-20T08:18:00.002-05:002009-05-20T08:22:20.226-05:00Podcast is up and runningNew pod cast with Clayton Shold @ Salesopedia.com . Great ideas on time managementHarlan Goergerhttp://www.blogger.com/profile/14244987450419312389noreply@blogger.com0tag:blogger.com,1999:blog-1438017049474859781.post-5400613310604154202009-05-02T12:47:00.000-05:002009-05-02T12:48:36.460-05:00Nominated for Top 10 Sales Articleshttp://www.Top10SalesArticles.com just notified me that the article, Qualifying, What is it? is up for top 10 articles for April. Sure could use your help and vote to get to the top!Harlan Goergerhttp://www.blogger.com/profile/14244987450419312389noreply@blogger.com0tag:blogger.com,1999:blog-1438017049474859781.post-58681615517512140342009-04-29T07:09:00.002-05:002009-04-29T07:11:55.717-05:00Five Keys to Controling TimeYep, 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 need for getting more from less the pressure is on. The forty-hour week now is stretched to 50-60-70 hoursHarlan Goergerhttp://www.blogger.com/profile/14244987450419312389noreply@blogger.com0tag:blogger.com,1999:blog-1438017049474859781.post-65744324587450419012008-04-21T19:11:00.000-05:002008-04-21T19:12:32.030-05:00Life Without LeadersLife without LeadersCan 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 employee this can have an impact on you and your future.So what is this Leadership concept all about? What Harlan Goergerhttp://www.blogger.com/profile/14244987450419312389noreply@blogger.com0tag:blogger.com,1999:blog-1438017049474859781.post-79723448384672604042008-04-14T19:47:00.000-05:002008-04-14T19:49:28.234-05:00The Power of “Liz”The true influencer in our choicesI 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 could push your fingers into your head, where the fingers meet is where “Harlan Goergerhttp://www.blogger.com/profile/14244987450419312389noreply@blogger.com0tag:blogger.com,1999:blog-1438017049474859781.post-15696501907308142172008-04-07T08:17:00.001-05:002008-04-07T08:18:22.985-05:00Success's Worst EnemyHow success eludes many of usI get an email promoting a new book. It’s by some kid that just turned 22 and has already started several new businesses and is worth several million!Of course we wonder how can a kid in Grade School start a business and be worth a million before he graduates High School.The judgment starts in, his parents helped him, he had a leg up some way, he started with a bunch Harlan Goergerhttp://www.blogger.com/profile/14244987450419312389noreply@blogger.com0tag:blogger.com,1999:blog-1438017049474859781.post-38732533763003679812008-03-31T16:14:00.001-05:002008-03-31T16:16:23.041-05:00The Hidden Communications FactorIts 3 in the afternoon, a fairly tough day for you and your next appointment shows up. A salesperson with a service you have been considering using enters your office. You note the strong smile and good posture of the well dressed representative. They engage you in a pleasant way, ask good questions that get you thinking and ask for the order.You see the service as being a good candidate and fit Harlan Goergerhttp://www.blogger.com/profile/14244987450419312389noreply@blogger.com0tag:blogger.com,1999:blog-1438017049474859781.post-36421635362104073312008-01-29T18:11:00.000-06:002008-01-29T18:14:26.802-06:00Persuading the BoardPersuading the Board7 Points in persuasive group presentationsBrian 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 and presentations before. He is calm and confident in front of a group and does some type ofHarlan Goergerhttp://www.blogger.com/profile/14244987450419312389noreply@blogger.com0tag:blogger.com,1999:blog-1438017049474859781.post-87719829646796135052007-11-05T18:22:00.000-06:002007-11-05T18:36:21.468-06:00Selling BooksIt's great to get those emails from Amazon and our web site www.TheSellingGap.com for book orders. Although that order for 10,000 books hasn't come though yet, it is great to get the one or two orders.The plans for the book blast looks like January 2008. Several of the partners are doing their own book blast so we want work with them, not against them. Kevin Hogan along with Dave Lakhani have a Harlan Goergerhttp://www.blogger.com/profile/14244987450419312389noreply@blogger.com0tag:blogger.com,1999:blog-1438017049474859781.post-75128735679816984012007-10-22T19:57:00.000-05:002007-10-22T20:11:00.468-05:00Getting the promo togetherIn the past several days people have congratulated me on getting the book written. Yep, it was a tough, challenging and rewarding experience writing a book.That is proving to be the easy part! Now getting it promoted and sold can be even more challenging.Step 1. Get a plan togetherStep 2. Get your partners together to work the plan.In working on Step 2 I am excited about some of the people who Harlan Goergerhttp://www.blogger.com/profile/14244987450419312389noreply@blogger.com1tag:blogger.com,1999:blog-1438017049474859781.post-57216897645018715752007-10-15T14:08:00.000-05:002007-10-15T14:19:40.076-05:00Welcome to a new look at Selling & CommunicatingWow, it has been one heck of a ride. Getting a new book out is a full time job, yet here it is!The Selling Gap, our new book just released has the answers you've been looking for!Tired of the same old approach to selling? Do cold calls, make a presentation, deal with objections, close the sale! Lots of work and small results.How about a taking the proven ideas that do work, then add the latest inHarlan Goergerhttp://www.blogger.com/profile/14244987450419312389noreply@blogger.com0