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The one thing you changed in 2007
SalesTeamTools.com has asked its contributors to answer the question, “What’s the one thing you changed in 2007 that had the greatest impact on sales?”. There have been some fascinating responses. Jan Visser, founder of SalesTeamTools.com, asked me to contribute my two cents to the discussion. Click here to read my post to SalesTeamTools.com The question [...]
Xerox pioneered the science of selling
I once worked with a sales veteran who could show up and sit down in just about any situation and start building relationships and closing sales almost instantly. His secret weapon was that he had worked for a Xerox distributor early in his career and had participated in a lot of Xerox sales training. This [...]
Get organized to be successful
I hope its obvious but, to be sure its understood, I try not to use this blog to shamelessly promote SalesNexus’ contact management services, which is my day job. However, when the “godfather of modern networking”, Ivan Misner, lays the pitch up there, I just have to take a swing! In his recent Entrepreneur.com article, the founder [...]
In the 21st century, Put Offs are your friend
A “put off” is something a prospect says to “get rid of you”. To get you off the phone or out of his office. To end the meeting and move on with his/her day. Examples: “Send me your brochure and I’ll get back to you” “Can you send me your basic price schedule to review?” [...]
Getting a prospect’s Pain over the phone
If you sell over the phone, you know that establishing trust and rapor over the phone can be a unique challenge. When you’re not face to face, you don’t have the benefit of your winning smile, successful dress and empathetic facial expressions! To get a prospect to share their “Pain” over the phone requires trust. This article posted [...]
Sales Technique is about Organization
Typical sales people are not engineers. They’re not detail oriented. They’re right brained types, creative, impulsive and extroverted. Sales people like to make things up as they go. The take it as it comes environment is what attracts this type of person. This is a pretty common personality type among entrepreneurs too. And so business [...]
Sales people wanted
Wow! If you spend a few minutes surfing blogs on sales and internet marketing, you can get the feeling that sales people are dinosaurs… Here’s an example posting. Its easy to get a bit myopic and assume that we (those of us reading and writing blogs) represent the majority opinion. Since beginning this blog, I’ve [...]
Nothing New in Sales…
I read an article over the weekend describing a sales methodology, called “Buying Facilitation“, and going all the way back to Dale Carnegie as the root of the approach. What struck me is that the 1980′s was quoted as the era of the introduction of “Consultative Selling”… Its true that there was a boom in [...]
The Ultimate Take Away
I read a great article on Yoest the other day about a meeting with David Sandler. Funny thing is, when I met my first Sandler trainer, his approach was almost exactly the same… I expected him to act like every other sales person I’d ever met and start “selling” me on his services and he [...]
Simple steps to identifying prospects that will buy
“You’ve got to hear 5 no’s to hear 1 yes.” is a common saying in the sales game. Its also held up as one of the most challenging aspects of sales. Some people just can’t handle that kind of rejection day in and day out… The good news is that it doesn’t have to be [...]
