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 anything get in the way of their practice to improve … [Read more...]
Don’t Miss a Clue When 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 never consider it a complaint when the person comes … [Read more...]
How to make sales look easy: Sell & Win Like Mikaela Shiffrin
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 world. How does she make it look easy? It’s … [Read more...]
Stop wasting your time at meetings (sales or otherwise)
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 meetings with other sales member of your team are often … [Read more...]
Some Solid Advice to Avoid a Few Sales Mistakes
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 me that his philosophy on selling was … [Read more...]
Sales Warrior: Can You 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 generic sales … [Read more...]
What to Do Now that You Broke New Year’s Resolutions.
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 success instead of making resolutions that are likely to be … [Read more...]
Customers Judge You. Are you surprised?
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 airport. Clean, uncrowded bathrooms … [Read more...]
Last Minute Sales Strategies to Make Your Goals
You have less than a month left to still make your sales goals this year. Some of you are smiling because you already exceed your numbers. Others are silently suffering because making your sales goals seems out of reach. All is not lost! There still is time for you to implement sales strategies and to make your sales goals—or come much closer—if you act now. Sales Strategy 1. … [Read more...]
Don’t Get Sold If You Are a Sales Manager
It might surprise you what I’ve learned after working with salespeople for over 20 years on selling skills and strategies. Some salespeople should have never been hired for sales. I sometimes wondered how they ever got hired in the first place. Obviously, the only sale that ever took place was the sale to the sales manager. That was an unfortunate sale. Here’s how you can avoid … [Read more...]