What is the Reality of Selling? The way you do the things you do
Jeffrey, what’s the easiest way to make a sale?Jeffrey, what’s the best way to make a sale?Jeffrey, what’s the fastest way to make a sale? Same answer: there is none. There is no easy, best, fast way to make a sale. There are a million ways to make a sale but it’s not with a method or system. There are elements that get you there. Here are 13.5 strategies and principles (elements) that will help you get to the substitute for an easy,...
What is the Reality of Selling? The way you do the things you do
Jeffrey, what’s the easiest way to make a sale? Jeffrey, what’s the best way to make a sale? Jeffrey, what’s the fastest way to make a sale? Same answer: there is none. There is no easy, best, fast way to make a sale. There are a million ways to make a sale but it’s not with a method or system. There are elements that get you there. Here are 13.5 strategies and principles (elements) that will help you get to the substitute for an...
Are you a sales leader or a sales chaser?
I grew up in Haddonfield, New Jersey. We lived at the corner of the busiest intersection in town. I was 15 years old when we got a puppy named “Thing-a-ma-jig.” The cutest, friendliest mutt-puppy you ever saw. One morning, about a week later, I opened the front door to get the paper — and the puppy got loose. She started running as fast as she could — right for the traffic. I started chasing her — hopelessly for five blocks, across...
The Hot Air Factor. How full of it are you?
Sometimes salespeople get a bad rap. Sometimes they create it. Sales require self-confidence but there’s a fine line between self-confidence and cockiness. A finer line between self-assurance and arrogance. And the finest line between proud and egotistical. As a professional salesperson, there’s a career difference between self-talk = self-performance (the right way) and loose lips sink ships (the ultra-wrong way). Salespeople are not...
Does CRM really “help” make the sale? Depends on which one you use
Are you using some form of database management to “control” your customer data? Customer Relationship Management or CRM has been around in one form or another for nearly 30 years. But in the last five years it’s become more sophisticated, more of a sales necessity, and a lot more competitive. The main multiple-user programs include Salesforce, Pipedrive, Zoho, Oracle, and Hubspot. Since I am often asked “which one” I recommend, I...
Prepare for the New Year with some old ideas
I’d like to look at the table of contents from a great book on selling skills… Chapter 1…Begin by Talking to Him: Learn Your Customer’s Hobbies Personal Likes and Dislikes. Base Your Approach on These Then Show Goods. Chapter 2…Use More Ear and Less Tongue: Give Your Customer the Center of the Stage. The Main Thing Is not to Talk but to Sell. Chapter 3…Put Service before Samples: Study Your Customer’s Problems and Needs. Try to Help...
It’s that time of year: “Call me back after the holidays.”
“Call me after the holidays” is the second most-heard objection in sales. (First being, “Your price is too high.” Third being, “I have to think about it.”). It comes up year after year and salespeople get frustrated year after year, unnecessarily. Here’s how to think about it and here’s what to do about it: Humbug. Salespeople hate holidays. It’s an excuse for decision makers to put buying decisions on hold. But the worst of them are...
Our Current Issue
Free Magazine & eNewsletter
Current Supplements
