Below, you’ll find some sales related articles that cut to the heart of pressing, urgent, and costly problems that affect real businesses – like yours. These are all available free, and you’re welcome to share them with your staff, colleagues, and contacts.
Be a sales-maker, not a sales-taker. Seems simple, doesn’t it, yet as a sales trainer for all these many years I’ve come across more than my share of takers. Sales takers: tend to rely solely on referrals for their business, do not creatively up or cross sell or probe for additional opportunities, or engage in […]
The three most beautiful words you’ll ever hear? Nah, it’s not what you think! It’s “tell me more.” It means: You’ve said enough to stimulate my interest. Your communication style is engaging. Your message is compelling. So, ask yourself: When I introduce myself do I try to tell people EVERYTHING, including things that are downright […]
Sales. It is not marketing. It is not branding. It is not social media. Sales is what happens when you do those things effectively but in all honesty you can sell even if you do none of the above. Is it more difficult? Most definitely? Is it possible? Once again, most definitely. The best strategy […]
We’ve all had those sales presentations where everything went right. You captivated the audience with your words, and they nodded in agreement. You left the room feeling like a rock star, confident that you’d soon have a sale. Then, the romance quickly ended when you tried to close the deal. They fell off your grid, […]
Wanna stay visible and not spend a boatload of money? Here’s how: 1. Content is king but not BS content or boring content or content that always brags about “you.” Content that educates, informs and engages all of the senses works best. 2. Pick up the freakin’ phone and make a call! Not a text, […]
Wanna improve your sales results? Sure you do. Then please tell prospects how your product or service will improve their business or personal life. Selling “features” has always been a slippery slope, not just in these Pandemic times, but since anyone began selling anything. So, do this. Use transition statements to show your prospects just […]
Selling now, selling then and really, it’s not all that different. The pandemic is different. It sucks. No more wasted space on that. But selling. Didn’t we always: Create solutions that could help our clients derive value, benefits and improvements. Provide creative ways to execute solutions in such a way that our clients could “afford” […]
Let’s hear it for routines. I tend to get up each morning at the same time as I did pre-Q, read the paper, have my first cup of coffee, down that lemon water, shower and and get dressed. It’s all pretty quick and I do it early. Then I get down to business. Here’s my […]
Ya never know. Yeah, you do. I used to really believe this cliché with all my heart and I have become a bit more jaded over the years because now, I believe that you DO know, or at least SHOULD know. You should know because you do the work, put in the effort, get things going. […]
For anyone in sales, being savvy at networking isn’t just a good skill to have, it’s necessary for long-term success. Networking is an important part of building relationships with clients, vendors, and even your competitors. The reality is that people choose to refer business to and do business with those they already know and trust. […]
