Have you ever started talking to someone and then a “look” comes over them? They pull back a little, maybe cross their arms or turn their body away from you. You’ve just lost their trust. What was it you said or did that triggered their distrust response? It could be something you’re doing or saying ...
Why does the sales profession get a bad rap? What’s the number one reason many people don’t want to be approached by a seller? Is it that we think they’re too pushy? Is it that we don’t want to be confronted with a choice or have to reject someone? Is it because we think they’re ...
Today’s internet age has turned us all into self-diagnosing doctors with medical degrees from Google. We can search out our symptoms and attempt to self-medicate, self-prescribe…perhaps even self-destruct. By the time we seek out actual medical assistance we’ve either driven ourselves into a tizzy about the “worst case scenario” that our symptoms might amount to, ...
My company’s clients are usually classified as “small businesses”—although I personally despise that term. It is these very same “small businesses” that actually power the U.S. economy! In fact the last census (2010) showed that small businesses (defined as having less than 500 employees) comprise 99.7 percent of the employer firms in this country. So ...
When you’re vocal and visible, and you’re putting your business right out there on the internet and social media, you invite quite a lot of attention from people selling things. I’ve made my living (as well as my profession and my business) from the sale of products and solutions. I’m actually quite receptive to sales ...
Or, it’s not what you sell, but how you sell. When you call someone and don’t receive a return call, what thoughts go through your head? When you send an email to a prospect and receive no response, how do you feel? In conversation with sellers, they often tell me that their biggest source of ...
When communicating with business owners – in blogs, posts, and discussions – I make every attempt to remove the esoteric jargon. Most of it is rather nonsensical vocabulary that was created by marketing departments for conversion into catchy collateral materials. Harsh? Maybe. Accurate? Most definitely. Recently when putting the finishing touches on a speech, which ...
(One of my personal #SalesFails) I cannot count the times I’ve watched a salesperson spend hours laboring over a presentation–packing in the details, pictures, statistics, graphics…and hope. Yes, a great amount of hope that in the end the presentation will be so stellar, and cover every possible objection or variable, that the prospect will fall ...
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