A common thing to say in sales is, “People buy from people they like.” True. Another over-used phrase: “People buy from people they trust.” Can’t argue that. Like and trust are important things to strive for in sales. They are good end game goals. But you don’t start there. You start by helping people […]
People Buy from People they are Comfortable With Read More »
Every once in awhile, it’s not what you say that matters – it’s how you say it. Then there are times when what you say matters – really matters. Sometimes you know it immediately, “Oh no, shouldn’t have said that.” “Why did I just say that?” “Uh oh, I can’t take that one back.” A
What You Say Matters Read More »
We all have that perfect sales guy in our office. “That guy.” The guy that never makes a mistake. Always does things right. His customers love him. He’s the greatest guy in the world (just ask him). He closes just about everything he touches. And when he doesn’t, it’s never his fault. Let’s call this
Did you know that by the time you were 6 years old you heard, saw & lived through 1,000,000 impressions of rejection— 1,000,000 impressions of the word NO. That’s six zeros! You did. Mom, can we go to McDonalds? NO. Dad, can I stay out past the street lights tonight? Nope. Mom & Dad, can
Rejection in Sales: Goes with the Territory Read More »
If I Could Be Gutsier in Sales! Spend a few decades training & coaching salespeople & you see patterns develop. One that rings loudly is the tendency for some to take the easy way out, to not go for it. As a mentor of mine used to say, to Wimp Out. With that in mind
In sales, there is no better advice than to get on with it (or get off of it) as soon as possible. How much time do you spend on opportunities that never pan out? How much time & how many brain cells get toasted spent hoping a deal comes through. How many real opportunities get
Get to Reality Quickly! Read More »
Ever miss out on a deal because you had too much charisma? Doubt it. A better question would be, ever miss out on a deal because you lacked charisma? Much more likely. What is Charisma? Charisma is the ability to influence others positively by connecting with them physically, emotionally or intellectually. It can only be
Can You Have Too Much Charisma? Read More »
Do you ever not feel like not reading a long blog? Paragraph after paragraph… Feels like homework! Today’s your day. Check out these lists: things you should stop and start doing in sales Salespeople please STOP: Talking so much Leaning on canned company powerpoint presentations Saying “Just following up…” or “Just touching base…” Talking to
The Ultimate List of Things You Should Stop and Start Doing in Sales Read More »
(a follow up to February 23 blog) MLB Spring Training has started so let’s talk about change-ups. Prospects are always waiting to crush your sales pitch – so don’t give them one. Change it up. Every sales call you go on can really be an ambush in disguise. Current clients & prospects that you visit know
In Sales Throw ‘em a Change Up Read More »
Where have all the “lay-downs” gone? You know a lay-down – the easiest sale you have ever made. It takes no work. Your client called or emailed & practically said, take my money, we need help! Have you had your lay down yet this year? It’s early. If you did congrats – if not, you
Sales is a Game of Inches Read More »