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...]
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...]
What are you missing in sales?
You can only imagine the shock that was unleashed when the pundits announced the winner of the recent New York City mayoral Democratic primary. The experts had to ask, after the shock wore off, what they missed. Were they looking at the wrong data? Possibly. Were they making mistakes? Also possible. Or were they drawing the wrong conclusions from what they saw? Could … [Read more...]
The Right Words in Sales
The right tools are important to get the job done. Words are the tools of your trade in sales. Specifically, the right words in sales are the best tools of the trade. You might not realize the damage you do when you use the wrong words in sales. Your manager’s most important customers are his sales professionals. Imagine you work for a manager. Like most managers … [Read more...]
How to Handle Disagreements in Sales
Do you think all disagreements have a bad ending? They don’t have to. A good ending is especially important if you disagree with your manager or coworker. How you handle disagreements in sales will determine whether you have a good outcome or not. Here’s what you can do to handle disagreements in sales. When you disagree is important. Let’s say you’re in a sales meeting … [Read more...]
AI In Sales
Do you want more time to do the things you want to do? Then you should be using AI (artificial intelligence) for your selling. Artificial Intelligence comes in lots of different tools. You probably are using it already if you use Google to search. There is so much more you can do to streamline your selling effort when you use AI in sales. Why AI? AI gives fast answers. … [Read more...]
Problem Customers:
Spot Them and Minimize Their Power In a perfect sales world all your customers are loyal, purchase frequently, are profitable, and refer others to you. There’s no such thing as a perfect sales world. Instead, there are problem customers whose actions cause you stress and lost business. You can spot them and minimize their power over your business. Who are your … [Read more...]
Get Ready, Get Set, GO for a Great 2025 in Sales!
You’re probably still thinking about having a stellar selling year. And why not? Most new year resolutions haven’t gone by the wayside just yet. One way to be sure you are on track to have a great year is to have a plan. That plan will guide you to success. Here’s how you can have a great 2025 in sales. Do you have a plan for a great 2025 in sales? What’s your plan … [Read more...]
Do better next year. (Next year will change.)
You may be celebrating a great year or mourning a poor one. Now is the time with the year winding down to think about and prepare for next year. You want to do better next year and trust me. Next year, it will be different. Next year will change. Why will next year be different? You have probably noticed that nothing stays the same. Companies get bought and sold. … [Read more...]