Learn to listen in two words…Shut up!

It’s amazing how much you can learn by just keeping quiet. People think you’re smarter if you’re quiet. When you keep quiet, people will often ask if everything’s OK.

 

Easiest Way to Make a Sale? Top down selling!

What does the Guggenheim Museum (a classic modern art museum in NYC in a building designed by Frank Lloyd Wright) have to do with sales success? They recommend you start at the top.

 

After The Show Is Over, How Do I Follow-up?

After the show is over, how do I followup? Fast. There are companies and salespeople who email quotes, confirmations and copies of orders directly from their exhibit booth to the office of the prospect or customer. That’s real fast.

 

Elements of a Cold Call That Can Make Them Hot.

Cold calling is one of the most difficult parts of selling. To be successful at the science of cold calling you must first define the elements, functions and formulas that comprise the call. Then, like all other sciences, experiment (practice) until you have a method that works.

 

Carolina Business Fair…the ultimate in sales power.

The Carolina Business Fair is September 29th and 30th at the Merchandise Mart. Are you going? BuyGitomer, The Business Journal and more than 200 businesses will exhibit. And I’ll give you 7,500 reasons why.

 

19.5 Characteristics of Sales Career Failures

We are each responsible for our own success (or failure). Winning at a career in sales is no exception. To ensure a win, you must take a proactive approach. Prevention of failure is an important part of that process.