Uncovering your own secret of selling…Why YOU buy!

Think about the last few things you purchased. They hold the secrets to increasing your sales. Giving a seminar, I was in a stream-of-conscience talking about buying motives and why people buy. As usual I was focused on the customer side, the probable purchaser side, the buyer side of the … [Read more...]

Time is on Your Side, as Long as you Understand it.

“Time is money.” You’ve heard that expression a thousand times or more. And as many times as you’ve heard it,  you have universally ignored it. Every year I get hundreds of requests for a course in “time management.” And every year I give my answer: why are you asking ME what to do with YOUR … [Read more...]

Dream your way to sales success… all day long.

Daydream is the BEGINNING of a journey, an act, a goal, a fantasy. The most important part of daydream is to do it. And take note of it. Not just as whimsical, but as a possibility of what might be. What could be. When should you daydream? Well, this is just my own theory, based on my own life’s … [Read more...]

Show Me the Value, or I’ll Show You the Door.

  How do you make a sales presentation? No I don’t mean warm up, probe, present, over come objections, close. I mean what’s the big picture of your sales presentation? What’s the content of your sales presentation? And most important how are you certain that you engage your prospect … [Read more...]

The Opportunity of Business Social Media

Social media has become a phenomenon beyond words. Hundreds of millions of people all over the world have joined the party. In a millisecond, millions of people can know everything about everything and everyone. You knew it couldn’t be long before business got involved. Small business, big … [Read more...]

I’m satisfied with my present source… Why?

Knowing the reasons why an existing relationship is satisfactory will help you understand how to proceed. Here are the top 12.5 reasons your prospect likes the vendor he’s currently using... 1. Price or great deal (perceived value). 2. Quality of product/service. 3. Has a special business … [Read more...]

Measuring the ROI of Social Media?

There’s a Laugh, and a Joke. I got an (unsolicited) email offering a webinar to teach me about how to measure, and the importance of measuring, the ROI of social media. TOTAL JOKE. And a bad one at that. Social media, business social media, is running wild – with or without you. Your … [Read more...]

Follow Up or Follow Through?

The Real Test of a Successful Sales Professional. The average sale takes a matter of hours. And that's where 95% of sales training is focused. Not good. After a customer purchases, that's when USE of product or service begins, and that's where 95% of their time is spent. • What are you doing … [Read more...]