Everyone likes to make a good connection. I had the great pleasure of speaking in Great Britain a few weeks back. We were in Manchester, England to be precise. The video turned out pretty good, so I’m sharing it here. The talk was delivered at the RIBI Convention. RIBI stands for Rotary International in Great […]
Selling by telephone
The telephone–our oldest selling tool is still a good way to get the job done. The very first telephone call was a harbinger of things to come. Most everyone knows that Alexander Graham Bell invented the telephone, but you may not know that his first words on the instrument were to his assistant, Thomas A. […]
9 ways for getting to “yes”
No matter how you earn a living, you are in the selling business. In fact, your ability to persuade is central to your success.
That’s why you must know how to deal with objections.
5 cool ideas for stronger selling
Strong selling is the life blood of every thriving organization. Yet, surprisingly few salespeople treat their vocation as a trade-craft. Effective salespeople maintain contact with their sales network. Successful salespeople view rejection as temporary. They constantly work to uncover and deal with objections. Here are 5 Cool Ideas for stronger sales. 1. Network “five deep.” […]
Marketing–a lot harder than it looks
Effective marketing is not easy. The art of psychological attraction is a sophisticated mix of language, imagery, and delivery. To complicate matters, we all don’t agree about what constitutes good marketing. Some people prefer subtle messaging, some love the audacious approach. Notice that the accompanying photo doesn’t have a caption or a call-to-action of any […]
Use referral selling to grow sales
Sales are the lifeblood of every organization, right?
Even non-profit businesses and Rotary clubs must generate revenue in order to survive.
And yet, it seems to be getting harder and harder to sell. The government instituted a “Do Not Call” list in 2008. Savvy prospects are often one step ahead of the salesperson. Sales expert Jeffrey Gitomer is right when he says, “People don’t like to be sold to.”
Networking is not about you
Networking is really important to me. You could say that I do it for a living. I’ve been a professional speaker for twenty years and have never advertised my business. Instead, I gain clients through a very unique form of networking. Having an early career in the music business taught me the value of working […]
My sales coaching notes for a client
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 anyone looking after you in […]
5 cool ideas to close sales
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 to help you bring in more […]
The beauty of pre-selling
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 calls: Reputation of the salesperson’s company Salesperson’s reputation Word-of-mouth […]
I committed the cardinal sin of selling
The cardinal sin of selling is not knowing when to walk away. Learn how to avoid unhappy deals so you can sell more efficiently and perfect your trade-craft.
The Upsell—An Easy 10% Bump in Sales
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, […]