I’ve always heard the definition of insanity is: Doing the same thing and expecting different results. But I happened on another definition the other day that I think it applies to the business world. That definition is: Trying to manage things we can’t control. When you think about it there’s a whole lot more things […]
Well, of course, the answer is “you shouldn’t!” But, lest you think I’ve lost my mind (which is entirely possible) let me explain. An article–a good one–in the NY Times Sunday by Dan Mitchell about the shifting power from manufacturer to retailer (as in Wal-Mart) prompted this post. Mr. Mitchell has some great content–but there […]
It’s your responsibility as the seller to raise the yellow flags. What are yellow flags? They are those objections that customers usually raise–but in our method, it’s up to us to raise. If you are going to control the sales process–which you should–then you have to be the one raising objections. The person with the […]
I got a call from one of my professional services clients, who said an 18-year client said he needed to check other vendors–said the price was getting too high. Wow! Not an easy call to get–and he asked me what I would do. Here it goes: Acknowledge the truth. You can’t MAKE HIM NOT CHECK […]
Have you ever seen a bad resume? I haven’t. And it’s time I did. Let me tell you why. Every resume reader is skeptical of what he reads. Here’s what I think when I read a glowing resume: If this guy were that good, then why is he looking for a job? Or, “if he’s […]
What is there about health clubs that turns nice, normal people into hammering sales people. I visited a local (new) health club this weekend. I’d had it with rain, cold and snow and their interference with my health. Rachel was my “tour guide” (a.k.a. pressure sales person). I know that she wanted to care about […]
What do you really need to be good at to earn more income in selling? After many hundreds of hours of reflecting, I’ve come up with “7 Core Competencies of the High Performing Sales Team.” I’ve even attached it to this post. How to Use It […]
When you make a presentation, after you’ve qualified the prospect, you have to give him insight into your thinking. Especially important when you are presenting an enterprise solution (big ticket sale). Your customer is buying “how you think.” So what better way to express how you think than to demonstrate several things? a) How you […]
You get what you tolerate. Agree. But how can you limit what you tolerate from others? You can tolerate nothing but high integrity and high intent from yourself. Here’s how it works: You go see a prospect hoping to sell something. You are behind this quarter and need the sale. He begins his ‘lying dance’ […]