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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 …

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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 …

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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…

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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…

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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…

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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…

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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…

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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…

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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 …

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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…

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