Sales Strategy? Yes! Sales Approach? Yes! Sales System? NO!

I’m against all systems of selling. So are all salespeople. Oh, sales systems are taught all the time. In fact, almost every salesperson has learned one along the way. I ask every audience I’m in front of, “How many of you have learned some “system of selling?” About two thirds of the hands go … [Read more...]

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...]

7.5 Things to Think About At the New Year

1. Why are people sending me emails with "the most sincere wishes... from the bottom of our hearts..." and then asking me to buy their crap IN THE SAME EMAIL? Couldn't they send me sincere wishes in one email, and buy my crap requests in the other? When I get these email cards, I make a mental note … [Read more...]

Sales Words and Phrases to Avoid at All Costs!

Create a new way to ask for the sale. My friend Mitchell Kearney is the best commercial photographer in this region. When shooting a subject he never says "smile". That's got to be a major obstacle if you're a photographer. He says it makes him more creative to ask his subject for a smile without … [Read more...]

Why Did You Choose Sales?

What do you like about sales? What do you love about sales? CONSIDER THIS: If you know what you like and love about sales, then doing the hard work to make them happen becomes a joy rather than a job. Here is a list of things that might jog your memory back to the time you first chose sales as a … [Read more...]

Are Your Sales Historical or Hysterical?

Summer’s over. Back to school. Boy, there are some memories. High school. College. Subjects you loved, subjects you hated. Teachers you loved, teachers you hated. THE QUESTION IS: What did you learn in school? What lessons are you still using? I have 2.5 major, early and later … [Read more...]