Go Ahead – Ask!
Are you any good? As a selling professional, do you have satisfied customers? Have you helped your buyers to reach their goals? Have you saved anyone time and money? Do you deliver on time every time?...
View ArticleIs It Appropriate?
If you have to ask, maybe it’s not appropriate. As I’m writing this, it’s mid-summer. In the past two weeks, three sales rep, one sales manager and two HR professionals have asked my opinion about...
View ArticleWhat To Do When You Get Tongue-Tied
Let’s start by setting aside the fallacy about how all sellers are gregarious, think-on-their-feet types who have a snappy comeback and a witty repartee for every social situation. It’s simply not...
View ArticleYour Product Won’t Sell Itself
What you sell matters. Sellers who are looking for a new job take into account whether or not they’ll be able to sell the product(s) required and apply to companies with products they feel they can...
View ArticleThe Hunter and the Hunted
Selling is an extreme sport. It’s aggressive, highly competitive and intense. You can tell just by the language used to describe our selling activities.Sellers who develop new business are called...
View ArticleYou Can’t Playact in Selling
You can dress the part. You can perform the steps of the sales process prescribed to you in training. You can create proposals with all the bells and whistles. You can lay out all the features,...
View ArticleImmune to Sales Techniques
I’ve been a salesperson all my life. I’ve managed and trained sales teams in every state in the U.S. and nearly every province in Canada. I’ve read just about every sales book there is and written one...
View ArticleEveryone Sells
Everyone sells. Everyone leads. Everyone connects. These are inevitable truths, but we try to dodge them. People deny that they need to know how to sell, that they lead others whether they like it or...
View ArticleSee a Need, Meet a Need
I heard about a family once who had only one house rule. The rule was “see a need, meet a need.” No one in the family had any assigned chores, there weren’t any “you better or else” conversations, and...
View ArticleValue Adding or Value Subtracting?
Adding value to a sales call – even a brief telephone call – is not difficult. It doesn’t cost a penny. It does require a deliberate focus on caring about what would be of interest to this particular...
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