Sales Du Jour - Selling Aint Rocket Science

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 [...]