Don’t be a Sales Zombie, Ditch the Sales Tricks

What’s your trick for overcoming objections? or What’s your best closing trick? Questions like these plagued me for years like the Masque of the Red Death. Salespeople haunted me for quick tricks that do not exist. Sales tricks are an illusion. Questions that manipulate your customer to say yes or agree with you are tactics that eventually fail. Some people may fall for these tricks, but as … [Read more...]

Are We In Sales for the Money? What Do You Think the Purpose of Selling Is?

My friend Dave Brock's post, "The Essence Of Selling" triggered a comment that I've decided to share here and also plug Dave's blog. After you read my anti-money-semi-diatribe, please read Dave's post and throw your opinions in both of our rings. Why has making money, bringing home the bacon, become socially unacceptable in many circles? We who enjoy the life capitalist nations offer are … [Read more...]

How to Turn Business Nightmares into Positive Public Relations

There are two approaches to business failures. Toyota blaming accelerator problems on driver incompetence is one way, and all too common. This is the worst method. … [Read more...]