Let’s face it. Salespeople talk too much. We work hard to get appointments and want to make the best use of our time. We have to get through 56 slides. We like the sound of our own voices. Yet, the best sales calls are when the salesperson isn’t the only one talking. If you’re in […]
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.”
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.
Peter Falk, who played one of television’s greatest characters, passed away last week, but not before giving salespeople one of the greatest closing techniques of all time.
Falk played Lt. Columbo, a bumbling police detective so unusual, he didn’t need a first name. Columbo was a true original, a slow-moving, hunched over man wearing a rumpled raincoat and carrying a stogie.
Columbo never seemed to know which way was up—until he solved the crime, usually by tricking the perpetrator into talking too much.