Pandemic or not, you have to make sales. The telephone, especially now, might be your best tool to sell and reach new customers. It’s not so easy to sell on the telephone. Then again, neither is selling face-to-face. Here’s what you can do to make it easier when you use the telephone to sell. It’s all in the execution to use the telephone to sell. How you speak is a … [Read more...]
New Year’s Sales Considerations
Instead of New Year's Resolutions, why not have some New Year's Considerations? According to U.S. News & World Report, 80 percent of New Year's resolutions fail by February. I think I know why. People set some unrealistic, overly drastic goals that have little chance of being kept. You might be leaning to making some dramatically … [Read more...]
Strategic Selling: Protect Yourself As You Sell
Are you looking out for yourself as you sell? You may think your product is what you sell and what customers pay for. You would be only partially correct. You are part of your product. Your strategic selling covers not only how you sell your product, but all that you do to protect yourself as you sell. Be protective of your selling time. Athletes don’t let … [Read more...]
Don’t Miss a Clue When You Sell
Don't miss any clues that will help you sell. Hindsight is 20/20 may be true. It sure won’t help you make the sale you lost because you missed a clue as you were selling. Here are some clues that I’ve pulled in over the years that I don’t want you to miss when you sell. There’s a right way and a wrong way to handle problems. No one likes complainers. I … [Read more...]
How to make sales look easy: Sell & Win Like Mikaela Shiffrin
Skiing and sales success have a lot in common. I’ve written about the amazing Michaela Shiffrin before. She’s the exciting alpine skier who has achieved spectacular results. She’s won the World Cup overall title three times. She has 56 World Cup individual victories and three Olympic medals. Two of those are gold. She’s the best in the … [Read more...]
Stop wasting your time at meetings (sales or otherwise)
How do you ensure that your meetings are productive? You probably hate meetings if you’re like most people. When you ask people about meetings they say that meetings are a waste of time. But what about your selling? Your sales calls are meetings and you certainly don’t think selling your products or services is a waste of time, right? Sales … [Read more...]
Some Solid Advice to Avoid a Few Sales Mistakes
What advice will help you sell more? The benefit of listening to some people is that they steer you away from making avoidable mistakes. If you find yourself saying, “I would have liked to know that before I made that mistake,” here are some things you might want to think about. Endless negotiations are costing you profits. One very smart salesman once told … [Read more...]
Sales Warrior: Can You Win The Sale?
Are you ready to win the sale? Any soldier prepares for battle so he has some chance of survival. Have you ever noticed that sometimes it feels like a battle in the world of sales? It’s the sales warriors who prepare as they go into the marketplace that have any chance to win the sale. Here’s what you can do to win the sale. Forget about … [Read more...]
What to Do Now that You Broke New Year’s Resolutions.
Forget New Year's Resolutions. What are you doing to sell more? Yum! Are you eating cookies again after you swore them off on New Year’s Eve? Probably. I’ll bet you’re snacking again if you’re like most people. New Year’s resolutions are notoriously hard to keep. Why not focus instead on what you can do this year that leads to your … [Read more...]
Customers Judge You. Are you surprised?
How are your customers judging you? Do you know how LaGuardia customers judge it? LaGuardia Airport is now the talk of flyers. What are they talking about? Surprisingly it’s the bathrooms. Concourse B at LaGuardia is now sporting new bathrooms that are spacious and clean. It’s making a lot of flyers happy. Bathrooms are often the first stop that passengers make at an … [Read more...]