The Buyer’s Trap

It takes two to tango, and here’s a dance that’s been going on for a very long time.  The leader is the prospective buyer, and his salesperson “partner” eagerly follows in perfect rhythm.  This scenario is played out tens of thousands of times every day, to the point that it has become conventional wisdom that [&hellip

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Referral Prospecting

Referrals are the best way to increase your sales.  When you begin to build your business through referrals you will lessen your dependence on cold calls and other less productive (and frustrating) prospecting activities. However, a prerequisite for getting referrals is that you must provide outstanding service, superior products, and be professional in every way [&hellip

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Using Voice Mail Effectively

Voice mail can be a tremendous asset, if used properly. However, most voice mails are not returned because the salesperson failed to create a compelling reason for the recipient to call back.  Think of the voice mails you receive from salespeople.  Most make unsubstantiated (and ridiculous) claims or are so lame that that the message [&hellip

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Do Your Beliefs Support Your Sales Mission?

Change your beliefs and win more business.  Your beliefs (or attitudes) cause you to behave in a certain way.  Your behaviors determine your results. Therefore, beliefs play an important part in how successful we will be in our selling career. Are your beliefs helping or hurting your sales effectiveness? Negative Beliefs Positive Beliefs Everybody needs [&hellip

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Do Your Beliefs Support Your Sales Mission?

Change your beliefs and win more business.  Your beliefs (or attitudes) cause you to behave in a certain way.  Your behaviors determine your results. Therefore, beliefs play an important part in how successful we will be in our selling career. Are your beliefs helping or hurting your sales effectiveness? Negative Beliefs Positive Beliefs Everybody needs [&hellip

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The Four Principles of Sales Success

Selling is one of the world’s most popular professions. It’s estimated that there are approximately 15 million people in the U.S. alone who are employed in sales. Many enjoy the freedom afforded by sales and are attracted by its generous income potential. Yet while the selling profession is relatively easy to break into, it’s difficult [&hellip

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The Hammer Isn’t Always the Right Tool

Problem: Mark was a high tech salesperson, selling complex hardware and software solutions to distribution companies. Relatively new to the job, his ability to close was frustratingly poor. But he was in good company, as the other salespeople in the company suffered from the same problem. Diagnosis: Bernie was Mark’s sales manager, and was “old [&hellip

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Another Lousy Appointment

Problem: It was a gloomy day and had just started to rain when Rick left his second lousy appointment of the day. “Man,” he thought to himself, “it’s pouring down rain, my car is at the other end of the parking lot, and this appointment that I drove 40 miles to see was a total [&hellip

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