Everything is a presentation
Sales coaching is a mysterious process for most salespeople. That's because most salespeople don't ever get coaching. Most people never work with any kind of mentor. A sales coach is the kind of person who can help you double your income or otherwise rock your career. If you've never had … Read More
I’ve been a commissioned sales person my entire adult life. Early in my sales career, I learned that superior closing techniques put bread on the table. The ABC Close, the Customer Involvement Close, the Assumptive Close, and the Compliment Close have served me very well. Here are some tips … Read More
Most people think that the selling process occurs during the presentation. Yet experienced sellers know the buying decision is often made before the presentation takes place. I call this concept "pre-selling." Here are some reasons why a prospect might decide to buy before a salesperson ever … Read More
To believe in something, and not live it, is dishonest. -Mohandas K. Ghandi A good attitude is important in every job, but attitude is critical for people in the selling profession. Prospects and customers have come to expect a certain quality of excitement and optimism from salespeople. A … Read More
I've been teaching sales training for years and know exactly how to avoid the biggest sin in our business. But, I committed the sin anyway. Big time. The prospect was a referral from a salesperson I have known for years. Dennis was trying to do the right thing by his company and do a favor … Read More
Has it already been fifteen years since the 9/11 attacks on America? The media, which recycles the story like a plastic grocery bag, often using the word "anniversary," to describe the significance of September 11. Anniversaries usually connote a celebration, which certainly seems … Read More
The secret to marketing an event is to attain what advertisers call “impressions.” Pdfs (Portable Document Format files) are rather "old school," because they have to be delivered as an attachment via traditional email. But people don't open their email much anymore. And what if folks read … Read More
Everyone wants to lead "the good life." Well, if you read good books and see good movies, eat good food and drink good wine, have good friends and think good thoughts – you'll have a good life. Tweet This Here are 5 Cool Ideas for living the good life. 1. Read good books to … Read More
Presentation skills are a big key to success. The average business person makes dozens of formal and informal presentations every day. Presentations can involve a large audience or a single person. Some presentations require large amounts of time, energy and money so you need to be efficient … Read More
If being healthy at home is a treat, then being healthy on the road is a luxury. Each year I fly about at least 50,000 miles to give speeches and presentations. This year, I’ll rent about four dozen cars and sleep in 90 strange beds. I’ll stay in a lot of hotels, too (ha!). Tweet … Read More
Microsoft’s PowerPoint (PPT) software program is the go-to audiovisual aid for salespeople. But in many cases, PowerPoint works against the seller. Salespeople work so hard to get an audience. Why turn down the lights and ask them to look at a screen? Instead they’d do well to arrange eye … Read More
I was on a layover at the Dallas/Fort Worth International Airport and had a little extra time for a shoe shine. The enterprising vendor had posted a simple sign promoting his services. A shoe shine was $5 and a spit shine was $7. Forgetting for a moment that the man was charging $2 for spit, I … Read More
