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 & trust are important things to strive for in sales. Good end game goals. But you don’t start there. You start by helping people become comfortable with
People Buy from People they are Comfortable With Read More »
Tired of reading long & boring blogs? Paragraph after paragraph… feels like homework! Today’s your day. Check out these lists: Stops & Starts. Salespeople please STOP: Talking so much Leaning on canned company powerpoint presentations Saying “Just following up…” or “Just touching base…” Talking to Carl the Clerk (who can’t make a decision to save
Where have all the “lay-downs” gone? You know a lay-down – the easiest sale you have ever made. It takes no work. A customer or prospect called or emailed & practically said, take my money, we need help! Have you had your lay down yet this year? If you did congrats – if not you
Sales is a Game of Inches Read More »
Might seem like an odd question to ask yourself: Would you buy from you? Pretty odd. Most salespeople will answer (without thinking), “Of course I would.” “Why wouldn’t I?” “Sure would… I’m good… really good.” It’s natural. What salesperson, who makes her living selling, is going to admit that she wouldn’t even buy from herself?
Serious Question, Sales Pros: Would You Buy from You? Read More »
Yogi Berra is known for whacky sayings & quotes that make you say, huh? He had a lot of them. His best? Hands down it has to be, Baseball is 90% mental, & the other half is physical. What’s so great about that quote? It applies to EVERYTHING! It applies to every sport from baseball
Have you ever missed out on a deal because you had too much charisma? Doubt it A better question would be, have you ever missed out on one 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.
Charisma! A Great Quality To Have Read More »
You’ve heard of the “school of hard knocks”: The (sometimes painful) education you get from life’s usually negative experiences, often contrasted with formal education. It’s reality. It’s when your mom & dad used to say, “Welcome to the real world.” There are few professions other than sales that experience this “school” every single day –
Sales: What They Don’t Teach You in School Read More »
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 let’s talk a little about guts. A
If I Could Be Gutsier in Sales! Read More »
What a great day! For this lad that hails from the Isle of Man (great, great grandparents on dad’s side) it sure is fun. Until the millennium, St. Patrick’s Day was never a big deal in Ireland. The whole fuss surrounding today was invented by ex-patriots around the world looking for an excuse to celebrate their Irish roots, not that
Hope is Not a Strategy for Selling (& Neither is Luck) Read More »
Who wasn’t raised to “Be nice to people?” Growing up, how many times did you hear, “Don’t do that, you be nice to your brother or sister?” Your mom or dad often said, “That’s not nice, say you’re sorry.” That’s just good rearing. The kind of advice that you’d get in any parenting book. So,
5 Times You are Acting too Nice in sales (adding NO VALUE) Read More »