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Were the Good Old Days Really That Good For Sales People?

Ever wish you could go back in time to a time when things were simpler and selling was easier and less complicated? Occasionally, someone expresses this sentiment in one of my sales training workshops. It is usually a seasoned veteran who has decades of experience -often in one industry- and someone who has experienced difficulties […]

How to Sell to Anyone

Let’s face it. We all have those difficult customers to whom we are required to sell. From the demanding, abrasive buyer to the individual who never seems to make a buying decision, we encounter challenging people on a regular basis. Part of the reason this happens is due to the disconnect we have because of […]

Take Out the Trash

Is your head trash piling up? The term “head trash” came up during a conversation with a colleague and he used the phrase to describe the mental garbage that affects the performance of most sales people. Head trash is a collection of limiting thoughts or ideas that prevent you from taking specific action that will […]

Think Before You Speak

You are talking to a customer and after you present your product, service or solution, she asks, “What discount can I get?”or “What can you do about the price?” Think before you speak otherwise this innocent-sounding question will cost you money right off your bottom line. While it’s tempting to offer a discount or better […]

Keep The Sale

Does this sound familiar? After dozens of phones calls and emails as well as several face-to-face meetings, you finally reach an agreement with a prospect who is intent on buying your service, product or solution. “Whew! Another sale done,” you think to yourself. But, wait. Before you start counting your commission it is critical that […]

Handling the Cold Potato

Do you have prospects that seem to give you the run-around? They expressed interest in your product or service when you first contacted them but now they don’t return your calls, reply to your emails or seem interested in making a buying decision. Persistence is an essential trait that successful sales people possess. The ability […]

What Customers Hate About You

Recent research uncovered almost eighty reasons why customers dislike salespeople . Here are the top seven: Not listening. This was the most cited reason customers dislike salespeople. Too many salespeople neglect to listen to what their customers or prospects say which means they fail to address the key issues that their customer has stated as […]

Win the Battle, Lose the War

Dealing with customer concerns, problems and issues is a fact of life when you sell a product or service. And every person in sales has to certain customers who are more challenging to deal with. Some situations start as minor difficulties but quickly escalate into huge drawn-out battles. Unfortunately, many sales people unknowingly cause situations […]

Face the Dragon

I’m a big fan of a Canadian television show called the Dragon’s Den. The premise of the show has budding entrepreneurs pitch their product or business idea to five venture capitalists who then decide if they are willing to offer funding. This is a great example of selling because the business owners are asking for […]

The Rules of Selling

We live in a quick-fix society so it’s no wonder that many salespeople look for the magic cure or band-aid solution to increase their sales. However, I believe that success in sales follows a basic set of rules. Fill the pipeline. Many people experience tremendous peaks and valleys in their sales because they do not […]