The Nuclear Bomb of Sales Responses

No is a power word. No is inflexible. No is final. No is a relational nuclear bomb. No painted me into corners of embarrassing finality. Saying no without sticking to my guns always weakened my position and eroded my customer’s confidence in me. A blunt no hurt negotiations, killed deals, and damaged relationships. Adversity to buying is the common climate of the sales environment. How we deal … [Read more...]

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, which was why he was pushing so hard. It got tense. You know the type of tense … [Read more...]

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. … [Read more...]

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 me, and invited me to sit with him.  Jay turned to me and asked, “Do you know what day it is?” As I shrugged my shoulders he … [Read more...]

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.” – From the Houston Chronicle via Aristotle Bancale Words + Inflexion = Real … [Read more...]