This Day In Sales
-
My Best Closing Tactic
Getting people to laugh helped me close more deals than every other method combined. Steve and I were negotiating our first deal. He was pushing me to the wall for a big discount. First, I was unwilling to cut my price. Second; I didn’t need to, because he had already made the emotional commitment to buy, [...]
-
Are You Selling to Phantom Buyers?
Imagine you’re running a retail shop. Twenty or thirty times a day, your front door opens and the entry bell rings “ding-ding.” You trace the path of depressions in the carpet and see products shuffled around your shelves. Most of these journeys through your store end with an invisible departure. This is what internet marketing [...]
-
The Last Thing They See – Lasting Impressions
The importance we place on first impressions overshadows our last impression. Most people dress and check their front and maybe a side view in the mirror. Because we don’t have eyes in the back of our head, we pay little attention that side of ourselves. But it’s the last thing people see when we leave. A [...]
-
Marketing Creates Lousy Sales Presentations
Guest post By Mark Hunter Too many marketing departments are still living in the 1990s with how they feel salespeople should be making presentations. Marketing departments are notorious for making slick presentations that do nothing but extol the virtues of how wonderful their company is. I call these “capabilities presentations.” Really they should be called “look [...]
-
Pistachio Nuts and Sales Opportunities
Sally and I love pistachio nuts. We always race for the meaty ones bursting out of the shell. They’re the easiest, best tasting, and give the most for the least effort. When the best picks are gone, we fish through the bowl and pick the promising nuts. They take a little more work for a [...]
-
Are You Selling Value Proposition or Cost Benefit?
Sally recently learned the difference between value proposition and cost benefit when one of her dance students did not return this fall. Jenny had been studying at her school for two years and was ready for a more advanced level. Sally told Jenny’s mother the exciting news and penciled her in the schedule after their [...]
-
It’s National Sales Day!
Back in the 80’s, I was fortunate enough to spend the evening with an icon in the machine tool industry at our monthly association meeting. Jay was an old school, NY sales pro in his 60’s. When I saw him, I told him I liked his tie. He immediately took it off, handed it to [...]
-
Do You Know the Truth?
A linguistics professor was lecturing to his class one day. “In English,” he said, “a double negative forms a positive. In some languages, a double negative is still a negative. However, there is no language wherein a double positive can form a negative.” A voice from the back of the room piped, “Yeah, right.” – [...]
-
Timing is Everything – Sales Strategy
Whenever I needed money, my dad’s no took the form of there’s a time and place for everything sermon followed by now is not the time or place. I rarely got any money, which is one of the reasons I went into sales. My poor sense of timing transferred to the early part of my sales career. [...]
-
People are Strange, When You’re a Stranger – Until You Meet Them
{EAV_BLOG_VER:10a2e1bf75b86c56} Paul Castain’s post “Should We Connect With Strangers In Social Networking?” inspired this thought: Outside of family, everyone else I know was a stranger first. Some of the people I have met over the years are just as strange as me, if that’s possible, and in a very good way (tongue-in-cheek). But now I [...]
Let’s Connect
