Lose Voice, Gain Sale Good morning! Do you ever watch TV with the sound off? It's a completely different experience and one that, as a salesperson, I hope you undertake. Here's why… During the commercials, does a lot of ancillary information that advertisers try to slip past viewers.
Selling with Certainty Good morning! On your way to work today, you come upon a stranger. It could be someone next to you at Starbucks or the woman who gets out of her car at the same time as you in a parking lot. As this is someone you've never met before, any communication between the two
Sales Loss vs. Sales Defeat Good morning! I am writing this on a morning where the lead story on ESPN.com is a David and Goliath tale. A small school with a name more fitting a novelist than a giant-killer, Stephen A. Austin, beat Duke University, the #1 college basketball team in the
Bill’s BOGO Cyber Monday Sales Tip Good morning! Here’s my Cyber Monday sales tip. It’s a BOGO…actually, it’s more of a HOGO (hear one, get one) or ROGO if you are reading, but I digress… You have heard me say/write/plea: Never leave today without having tomorrow planned. It’s one of my
A Unique Selling Week Good morning! So, this is that funky week on the sales calendar I was talking about a few sales tips ago. In the US, a Thursday holiday and Friday day off make for a short and unusual opportunity to sharpen the sales saw. I wanted to make certain you were making the
You Can Change You Good morning! I asked a sales team, "Why aren't you selling more?" It's one of my favorite questions as it reveals what the sales rep believes his or her sales challenges to be. All of the answers were external. That is, there were too many other non-selling
Be a Sales Nuisance Good Morning! A conversation with a Canon executive roughly 6 months ago came to mind during one of my weekly coaching calls and I wanted to bring it to your attention. The essence of what she said was this: In order to succeed in sales, be a nuisance. The comment was in
Bad Sales Day Protocol At the time of this writing, I am coming off of a rare bad day. It's not often I face such negativity but, that's life. Yesterday was just one of those days where everything seemed to line up against me. I had strange conversations at work, frustrations with clients, and