4+ Salespeople work hard. Many are too busy to do any “extra” work. But selling and networking will increase your sales. It’s difficult enough to identify a primary contact, develop a relationship and arrange a first meeting. The idea of developing even a secondary contact at the prospect’s company can be daunting. Yet, I recommend networking […]
3+ In late 2017, General Motors signaled changing times. The automotive manufacturer announced that it was ending its long-standing habit of issuing monthly sales reports. This was big news for a lot of reasons. First of all, monthly sales reports have been an important way for the auto industry to do everything from validate existing […]
2+ “Regrets, I’ve had a few…” Remember that old song My Way, made famous by Frank Sinatra? As a lifelong, commissioned salesperson, I can really identify with a song that references the pain of over-ambition, doubt, tears, taking “the blows,” and “my share of losing.” I’ve lost deals that would pay for a house. […]
1+ My pal, Art Sobsczak makes his living teaching people how to communicate by telephone. Some might say that telephones are “old school.” But, in an age of texting, Facetiming, Zooming and other gerunds that are about to be invented, telephone communication is still a time-honored way to get things done. This is true because of […]
1+ According to Reed Exhibitions, a trade show company based in Toronto, there are over 12,000 trade shows in North America each year. Trade shows can be a good investment, but only if you know what you’re doing. The people at Reed estimate that while it costs about $626 to close a sale at a […]
0 Tips are important, especially tips for helping people. Selling is the art and science of helping folks solve problems. People say that selling is a science because it’s been thoroughly studied and we have lots of information about what works, such as the AIDA model (Awareness, Interest, Decision, Action) to pull prospects into the […]
1+ If there’s one thing I’ve learned from helping business leaders and salespeople be more effective, it’s that there is no substitute for being persuasive. Some think that persuasion is a learned behavior. Millions of dollars are spent each year in an effort to teach salespeople how to be more influential. Others think persuasion is […]
1+ When it comes to presentation tips, people want help fast. Most speaking coaches know how to get to the heart of the matter right away. But not all are good at conveying their ideas. Even fewer are good teachers. Watch how I get right to the point and almost instantly help an audience member […]
0 “For God’s sake, don’t say ‘yes’ until I’ve finished talking.” -Daryl Zanuck, Film Producer Selling is not about you talking, it’s about the prospect talking–even during your presentations. Important things happen when the prospect speaks. You’ll learn more about the prospect’s problem when she is talking. You can learn why the prospect […]
0 There’s a lot going on in The Perfect Sales Call (PSC). This important interaction involves dozens of power phrases that must be properly tested and delicately timed. Verbal cues must be matched by corresponding non-verbal cues, depending on whether the interaction is a phone call or a physical meeting. Of course, tone delivery, and […]
0 If you’re clever about it, the telephone–our oldest selling tool–is is still a good way to get the job done. Tweet This 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 […]
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.