It's the holidays. You may be frantically shopping to find the perfect gift for family and friends. That's what most people are doing this time of year. But what gift are you going to give yourself? You must give yourself a gift. Let me help you choose your holiday gift. Why me? You may be thinking I don't need a gift. But of course you do. Sales is a unique … [Read more...]
The Sound of Silence in Sales
Do you dread the sound of silence in sales? You shouldn’t. Silence can be a good thing in sales. Here’s how to use silence and sell more. Use the sound of silence in sales in the reception area. Do you make phone calls while you’re sitting in the reception area waiting for your customer? Don’t. It’s annoying to other people who are sitting there and have to … [Read more...]
Common Sense in Sales
Common sense more and more is not very common. I see it in sales. Here are some examples of common sense in sales that should be more common. Don’t touch your customers is common sense in sales. . First, let’s be clear. Some salespeople have known their customers for many years. There is awareness of boundaries between genders. There’s also a true friendship and respect … [Read more...]
Do Your Customers Like You?
Why make selling any harder than it needs to be? Too many salespeople are unaware of what they’re doing that makes it harder to buy from them. Do you ever wonder if your customers like you? The answer might be, “Perhaps not” if you catch yourself doing these things. Customers like you if you don’t criticize others openly. I once watched a city councilman … [Read more...]
Make Remote Work Seem Less Remote In Sales
You mostly work by yourself in sales unless you have a corporate sales office. Outside salespeople spend most of their time in the field making sales calls even if your desk is there. Or at least, that’s what you are supposed to be doing! Your sales office might also be sharing a desk with others and you’re there only a few times a week. How can you foster your sales career … [Read more...]
Safely Disagree In Sales
You probably have observed a great deal of difference of attitudes with your friends, your family and perhaps with customers. You also might have heard that people buy from people they like. Here’s some additional insight while slightly correcting that observation. How can you safely disagree in sales and continue to be liked? You may not know how to deal … [Read more...]
Charlie Kirk and Sales
Charlie Kirk was murdered this past week. What does that have to do with sales and selling? Everything. Sales is not for you if you’re thin skinned. You’re going to lose business and sometimes it’s not even going to be your fault. You’re going to find that a customer has a brother-in-law in the business or a father or a sister or relative or somebody he likes better … [Read more...]
Procrastination: The enemy of sales
I’ve never seen a successful sales professional who procrastinated. Procrastination is the enemy of sales because it keeps you from doing work that is essential. Successful salespeople overcome the urge to procrastinate. Here’s what you can do. Don’t make it harder for yourself. I find that people procrastinate when they don’t want to do something or they didn’t plan to … [Read more...]
Unique Approach to Manage Customers
JPMorgan Chase CEO Jamie Dimon has 5000 JPMorgan Chase branch operations to manage. You can apply Dimon’s unique approach to manage customers to manage your customers. Here’s more about Dimon’s unique approach. Have a unique approach to your sales call to make it special. You might have read about Jamie Dimon’s annual bus tour to visit remote branch operations. Each … [Read more...]
Gender Differences in Selling
Have you heard the joke, why is it that a man will pay $2 for a $1 item he wants and a woman will pay $1 for a $2 item that she doesn't want? Subtle gender differences in behavior, especially in communication, also appear as gender differences in selling. Here’s more about these differences and impact on your selling. What are the differences? Dr. Deborah Tannen, a … [Read more...]