You sell dreams. You don't sell consulting services. You don't sell cars. You don't sell training. You don't sell furniture. You don't sell houses. You sell the dream, the idea, the future. You're selling the picture of the future your prospect has of him having...
Who is controlling your life? One of the traits of introverts is their desire to be in charge of their own decisions. It is the driving force behind their proclivity to separate themselves from the group and define their unique life path. This desire, perhaps need, to...
No! It seems counterintuitive to ask your prospect to tell you "no," doesn't it? Salespeople of nearly any experience level will say that the only way to get the order is to get a series of "yes" answers. Negotiators like Jim Camp and Chris Voss would disagree. Giving...
"I need to think about it." Unfortunately, in its many forms, this simple objection stops salespeople dead in their tracks. I need to think about it. This objection can take on many forms. I need to check with my wife I need to check with my accountant I need to talk...
I love reading books about the sales profession and topics that contribute to personal growth. Why I read personal growth books. If you are more aware of your personality and personal growth, you can know how to set expectations for yourself and modify your behavior...
Is greed in sales good? In the film "Wall Street," Gordon Gekko proclaims that "greed is good." Is it? Is answering that with a noncommittal answer of "kind-of" a copout? Let's explore that. Meriam Webster defines greed this way: A selfish and excessive desire for...
In sales, there are basically three types of salespeople. The Order Taker The Presenter The Closer Each is important in its own way, and most organizations have all three working in different departments throughout the business. While the definition of each may be...
Not having a backup plan is commonly considered the way to maintain laser focus. The prevailing wisdom is that you won't give it your all if you have a way out. "Having Laser-Focus Increases Your Odds Of Success" – Forbes Magazine, August 4, 2020 "Don't Make A Backup...
A myth is something that people believe, even if it's not true. The bigger the story, the less likely it is to be based on truth and the more likely it is to develop into a myth. The profession of sales is similar. In this article, I'll dispel the two top myths that...
First, you need to know that everyone has been there. If a salesperson tells you that they've never been in a slump, they either have a poor memory or lie outright. A sales slump is when you can't seem to make a sale, no matter how hard you try. Leads are down, the...
"I need to think about it." Unfortunately, in its many...
I love reading books about the sales profession and topics...
Is greed in sales good? In the film "Wall Street," Gordon...
You sell dreams. You don't sell consulting services. You don't sell cars. You don't sell training. You don't sell...
Who is controlling your life? One of the traits of introverts is their desire to be in charge of their own decisions....
No! It seems counterintuitive to ask your prospect to tell you "no," doesn't it? Salespeople of nearly any experience...