Many people get into sales to “make money.” There could not be a worse reason to enter the profession of selling. The best way to amass a lot of money in sales is to earn it. NOTE WELL: I did not say make money. In sales you don’t make money — you earn it. The biggest reason salespeople fail is …
Ask the wrong questions, get the wrong answers.
The most important aspect of making a sale is also a major weakness of every salesperson: Asking Questions. It’s an enigma to me. Questions are so critical, you’d think it would be the topic of training every week. Yet salespeople are odds on favorites to have never taken one training program in the science of asking a question. How critical? …
A few sales closing tactics. Taking a new look at old ways.
“Jeffrey, how do you close, Jeffrey, how do you close?” I get asked that question more than any other. (“Jeffrey, why is your hair falling out?” is a close second.) I keep giving the same answer, “Don’t close the sale, assume the sale.” The assumptive position is the strongest selling strategy in the world. By definition you believe you will …
If a Sale Depended on your Business Card, Could You Make One?
A business card may be the only thing left for the prospect to remember you (or not remember you) by after you’ve gone. After you’ve given your great sales presentation about your product, your card remains behind. Don’t be telling me about quality when your business card says “cheap and ordinary.” My business card is an important part of my …
Expose Yourself to “No” and “Not Now” to Get to Yes
97% of all sales are not made on the first call. It takes five to ten exposures (follow–ups) to a prospect to make the first sale. The prospect may not actually say “no” each time, but each time you follow-up and the prospect doesn’t buy, he’s saying: “not now, buddy; do something else for me; I’m still shopping around; I …
The Sales Calendar. Building Monthly Success Day by Day.
Looking to make your month the greatest ever? Who isn’t? Ask any successful salesperson the secret for having great months and they will all say positive attitude, creative preparation, and consistent performance. To succeed month to month, you must execute day to day. Here are 31 creative ideas mixed with fundamental sales concepts. Put them into your work life on …
The trade show offers sales on and off the floor
Most people think of a trade show as a place where you do business booth to booth. That’s true, but the majority of business deals are done away from the trade show floor. Hospitality suites after the show, breakfast meetings, and seminars are where most of the real business deals are struck. Experienced salespeople can’t wait to get to the …