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...]
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...]
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...]
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...]
Help! I Just Lost a Big Sale!
No one wakes up in the morning with a plan to lose a big sale. Yet, it happens. Losing a big sale can happen even to the best salespeople. What do you do when you just lost a big sale? Here are some specific actions to take so you don’t make a bad situation worse. Delay is not a good thing. Some sales managers are pretty hands off. Others are the other extreme and … [Read more...]
Talk is Not Cheap: The Right Words for Sales
You’ve probably heard the expression “talk is cheap.” That expression does not apply to sales. What you say during a sales call can have a huge impact on whether you make a sale--- or not. Are you saying the right words for sales? Are you pronouncing the right words for sales? Imagine you are in a financial discussion with a buyer. You begin the conversation with … [Read more...]
Working With Disorganized People
You will at some point have to work with disorganized people. Do not choose to work with them if you have a choice. Working with disorganized people will be a challenge. Here’s what you can do to minimize the challenge. Learn to say no to disorganized people. You can say no when disorganized people call. You say no by not picking up the phone when they call. They can … [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...]