If you ask 100 ‘What is the biggest secret in selling?”…you’ll get 100 different answers. But I really know the answer, I promise. And here it is;The secret to high profit sales is getting in front of the right people. Ha…
In every book on selling and marketing there is a section on your ”Positioning statement” or your “Elevator talk”. In several seminars I’ve attended, the speaker takes us through an exercise… and we all giv…
The single best new customer that you can get is one that is referred by someone who has bought from you. This is an even better lead than when someone calls you to ask questions about your offer. Why? Because the referral know someone who bought. T…
I hope you guys profit from this as much as I have. The single most important factor I’ve seen to guarantee success in selling, is finding people who are highly likely to buy from you. This is a little different from “qualifying”…
We have all heard “It takes 5 attempts to sell before they buy”. Sometimes it’s “5 closes” or “5 visits” or “5 prospecting calls”. But it’s always told as though it were Gospel. It isn&rsqu…
In a nutshell, here is the movie, starring Bill Murray as Phil, and Andie MacDowell as Rita.Phil wakes up to find that he is reliving February 2. The day plays out exactly as it did before, with no one but Phil aware of the time loop. This happens e…
Years ago, My wife, in-laws, and I went into an expensive restaurant. The waiter asked us for our order. I don’t remember what we ordered, but I do remember this: The waiter gave a funny look & said ” The Cod isn’t very fresh…
How To Create A Celebrity Public Personality… What do Donald Trump, Dave Thomas, Richard Branson, and that crazy guy on TV that sells cars have in common? They all use their image to increase the value of what they sell. They are ” Bu…
What is selling? Selling is not tricking people into buying. Real selling is many things. Selling is helping people grow.If you have a product or service that will improve the customer’s life in some way, you are helping this customer lead a …
My wife, Cheryl and I were going to the furniture store to buy an end table because we cracked one that we had. We walked into Levin’s Furniture store in Canton Ohio. It was completely devoid of customers except for one middle aged gentlemen t…
After I had been selling vacuum cleaners in people’s homes for a decade or so I began having salespeople approach me to learn how I did so well. This young man stopped by my office one day and asked if I could teach him how to sell. He sold …
Years ago, when I was selling vacuum cleaners I was cold calling by knocking on doors. It was unpleasant work. Nobody is happy to see you when you are knocking on their door. Anyway, it was the last day of the month, and I was in a contest. A storm …
In every book on selling and marketing there is a section on your ”Positioning statement” or your “Elevator talk”. In several seminars I’ve attended the speaker takes us through an exercise… and we all give our…
When someone ask you what you do, they want to hear you say; “Doctor, pizza delivery guy, construction worker, police officer, hotel manager”.. that sort of thing. If you go on and on, trying to be impressive, it’s falling…
There are lots of different ways to prospect. I’m going to talk about an idea that isn’t for everybody. I call it the irresistible bribe. If you sell something with a good markup, a good commission, and want to increase your sales, y…
When talking with a buyer, often they will bring up prior purchases (or you’ll bring it up). You need to be careful how you talk about what they own now and what they have bought in the past. It may seem natural to downgrade something the p…
What do you do when s sales prospect asks you about a competitive company, product, brand? The worst thing you can do is run down the other company, brand, salesperson, or product. Why? Because you have no idea how the prospect feels about that c…
If you have been selling by referral for any length of time, you will eventually run into someone who says something like “I should send you to see Bill. Two years ago, that darn Bill sent over his insurance guy…and it would serve him…
The best way to prospect is by asking for referrals, getting introduced, and seeing referrals from people who have bought from you. The huge advantage is that the people that refer you, is that they transfer some of the trust they have in you to …
This is about why salespeople need to be online. There are three times a sales prospect is going to go online in the sales cycle; Before you call them. As soon as you call them to make an appointment, but before they see you. Right after the…
I’m going to tell you a story. About 30 years ago, I decided to open a retail store selling vacuum cleaners. I wanted to learn how to do that from someone respected in the business I chose. So I asked several people (in the re…
Think of your ideal sales prospect. What about them would make them far more likely to buy from you? Would it help if they already knew you..liked you..trusted you? Wouldn’t that make the sales process faster? What if you knew..before you …
When you are prospecting for sales, the very best list of names you can call…is your list of past buyers. That’s true in every industry, for every type of selling. But what’s the second best person to call? The people who…
“We have no competition. We’re the best”. I’ve heard that hundreds of times. But that isn’t how sales prospects think. And you need to sell with your prospect’s point of view in mind. Go on your top few sales …