Appeared October 2002 in Sales Pro News What can you learn from others? Sometimes it's what to avoid doing.  These examples are mistakes that will cost you business. 1.  Thinking you can do it all yourself. Selling used to be a numbers game. In the past you could spend your time smiling and dialing and that might have worked.  Today too many people are too busy to … [Read more...]

During every sales call the challenge is to send a message that will grab a customer’s attention, create awareness, and satisfy a need.  You’ve got your work cut out for you.  Now you need tools to do the job.  Just as every craftsman works with tools, the salesperson works with words.  Here are some words to consider that will build your sale. No buts.  When a customer … [Read more...]

Everyone knows Harley-Davidson.  You need to wait in line if you want one of their motorcycles.  And you’ll pay a premium for your hog because they’re so popular.  Maybe you forgot when no one wanted to buy them.  In 1981 when AMF tried to sell them, not one company offered to buy them.  That’s quite a turn around from no one wanting you, to everyone who wants you standing in … [Read more...]

When an entrepreneur makes a sales call to a potential investor, what results can be either the beginning of a company or sometimes the end of one.  The goal for the meeting is to persuade the investor that an investment in the entrepreneur's company is worth the risk.  With the amount of money at stake and the meeting's intended purpose, a successful entrepreneur has to sell … [Read more...]

  What do chili, steak and ale have in common?  When Norman Brinker takes an interest they all get much, much better. Norman Brinker, currently the Chairman of the Board of Brinker International, once was one of the highest paid food industry executives when he was President of the Pillsbury Restaurant Group.  He risked it all to see if his successful management … [Read more...]

There's one type of customer that many salespeople lack on their target lists. Salespeople can work so hard at selling that they forget about creating this unique sales relationship. It's a proven method for accelerating career success. The impact to the bottom line is huge. Statistics show the investment in this relationship returns the company's investment at a ratio of 6:1. … [Read more...]

If you've noticed the economy is less than ideal, you're paying attention. You may have also noticed that salespeople have responded differently to the challenge. Here's how one successful manager is doing her part to keep her staff and herself motivated to succeed with their selling challenges.   Your attitude sells. In today's bad economy it's easy to hear doom and gloom. … [Read more...]

  The problem.  "I'm sorry, I'm out of my office. Would you please leave your name and number and I'll return your call as soon as I can." How many of us are still waiting for our reply? Several of you have asked for help in getting your phone calls returned. Most prospects don't call back 85 percent of the time. We know that the Economic Buyer, who has authority … [Read more...]

  Did you know that Albert Einstein had a theory on selling? He said, "Doing things the same way you always have and expecting the results to be different is insanity." He may not have realized it at the time, but what better theory to apply to selling? Selling is complex and you face many challenges. You may think that doing what you've always done is a strategy … [Read more...]

  Life is filled with danger signals and warning signs. If you pay attention you can avoid the potholes and the problems that they cause. An oil leak in your car can be fixed with a $3 gasket. If ignored, your engine could seize and you'll pay $2000 for a replacement. Selling has its own danger signals and warning signs. Not reading is dangerous. You need to … [Read more...]