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Sales Philosophy – What You Believe Determines How Well You Sell

Sales Philosophy – What You Believe Determines How Well You Sell

I have a simple sales philosophy: provide value first and make a friend at all costs. Now, what’s YOURS? Do you believe every word of it? You should, if you want to be a great salesperson. EVERY salesperson should have a sales philosophy that they firmly believe in. It represents your values and defines who…

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Trade Show Staff Training – 5 Tips for Managers

Trade Show Staff Training – 5 Tips for Managers

With 2020 just around the corner, that means the Trade Show Season begins soon.  CES is in January and just a few weeks away!  Your sales teams need to be ready. There’s no job description that says “Stand in the booth and hand out brochures”, so it’s important that for each show each staff member receives…

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10 Common Mistakes Old School Persuaders Make that Top Sales Professionals Don’t – Part 3 of 3

10 Common Mistakes Old School Persuaders Make that Top Sales Professionals Don’t – Part 3 of 3

Part 3 of Common Mistakes Old School Persuaders Make. The facts and studies show… We can present all the facts, figures, studies and statistics; but it will not always convince your prospect/client. All decisions are comprised of part emotion, part logic. The skill is to know what parts to use. It depends on the situation…

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10 Common Mistakes Old School Persuaders Make that Top Sales Professionals Don’t – Part 2 of 3

10 Common Mistakes Old School Persuaders Make that Top Sales Professionals Don’t – Part 2 of 3

Part 2 of Common Mistakes Old School Persuaders Make. I am an outgoing people person, so I am a natural persuader. There are the stereotypical persuaders who are friendly, outgoing, and sometimes loud. Research reveals, however, that some of the best persuaders are actually introverts. How can you persuade if you are always talking? Great…

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10 Common Mistakes Old School Persuaders Make that Top Sales Professionals Don’t – Part 1 of 3

10 Common Mistakes Old School Persuaders Make that Top Sales Professionals Don’t – Part 1 of 3

Have you ever had someone try to persuade you with those old, outdated, offensive tactics? You know the ones I am talking about. Before you are even close to purchasing a product I am sure that you have been asked: “Do you want it in green or black?” I am sure you have also heard:…

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‘Interested’ Prospects and Random Negative Reinforcement

‘Interested’ Prospects and Random Negative Reinforcement

“Interested” is one of the most common words that salespeople use in their prospecting and selling activities. If you can eliminate that word from your sales vocabulary and replace it with the word “want,” your volume of closed sales will rapidly increase. In most cases, just changing that one word can increase sales by up…

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Getting the Appointment

Getting the Appointment

What are you doing now to try and set up an appointment with your prospect? Calling? Is that all? Guess what? Every other salesperson is doing the same thing. They’re trying to get the appointment that could be YOURS! So, what are you going to do about it? Stand out! If you want the prospect to…

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How to Get Prospects to Return Your Call

How to Get Prospects to Return Your Call

How effective are the messages that YOU leave for your prospects? Your prospects form an opinion about you and your company every time you contact them. In fact, the messages you leave on their voicemail or e-mail may be a determining factor in their decision to call you back and consider doing business with you….

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Three Secret Keys to Persuasion Magic

Three Secret Keys to Persuasion Magic

Just a few critical distinctions can supercharge your communication skills: 1. Appeal To Peoples´ Values Values are the criteria by which people make sense of all the information they must process before making a decision. In simple terms, your values consist of what is most important to you. When you ask someone: what is most…

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If You Respect Them, They Will Buy — Closing the Sale

If You Respect Them, They Will Buy — Closing the Sale

We’ve all had the unfortunate experience of being convinced by a pushy salesperson to buy something we weren’t sure we wanted. You may have really wanted the product, but after being pushed into buying it, you don’t want it anymore. You either return it or you never patronize the store again. Since you resent the…

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