When the client request goes against the company’s processes and policies, the average salesperson, sadly, acquiesces to fate. He loses the sale, reasoning, “It’s against procedure.” Processes and policy are guidelines not deadlines. They are there to protect—not suffocate—the...
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“Successful selling is a process. It is about being, not doing. Successful sales managers midwife the being process because they know it inevitably delivers success in the doing.” “You’ve changed.” These words are the ultimate validation for the salesperson...
What does it take to write a weekly blog for years? The same thing it takes to thrive in sales: patience, discipline, persistence, and a willingness to face rejection. Writing and selling are remarkably similar. This article is the...
Selling is not tricking—it’s helping. It’s selling with integrity. Today I’ll play Agony Uncle and respond to some queries and feedback I’ve received over time. “Your tricks work” I’m sad. I’m sad because I have been misunderstood. You see,...
Chances are that marketing has already made the buyer attracted to the possibility of a friendship. But selling is a friendship with benefits. What she now wants to know is, “What benefits accrue with the friendship?“ To begin with,...
It is the seller’s job to remove the jagged edges in communication, creating a warmer relationship with the buyer and making the sale easier. Custoommunication is a complicated thing. Even when you correctly hear what the other person said,...
Internet age selling requires a fundamental shift. It’s not Uber that’s the ‘enemy’; it’s the Internet dummy! Parity access to information fundamentally changes how selling is done today. We are in the Information Age. Insisting, “This is how I’ve...
With intense emotion fused into the day, logic is suffocated, need becomes craving, and price is deemed irrelevant Valentine’s Day selling teaches powerful lessons. Learn how emotion, preparation, and understanding pressing needs can transform your sales approach. Pause. This...
Your buyers can afford wallowing in the January blues; you can’t. Snap out of it! Use the 3Ps—Prospect, Patterns, and People—to jumpstart your sales and turn a slow month into a productive one. Perhaps the only active sales in...
Statistics are an amazing thing-they show you what you want them to. The year ahead promises to be exactly the type of year you believe it will be. The operative word here is believe and your sales attitude is...