Preparing for the Journey
Building a sale is like building a home. Part of the reason people panic is that selling seems like a mysterious process. We can solve that mystery. Selling is like any other journey: the territory you are covering may be new to you, but it has been travelled before,...
Want to Know How to Make a Great Sales Presentation?
Showing people how they can personally profit from your product can be one of the more creative parts of the sales process. Consider the Dream Room at Gardner’s Mattress & More store. The Dream Room is a private mattress-testing room that allows a unique...
The Secret of a Fast Pitch.
In my blog The right advice at the right time, I talked about qualifying a client as part of your sales process before presenting your product or service. Sometimes, it’s also important to develop a script for shorter or elevator pitches. These, too, help you to...
The Amazing Secrets of The Best Salesman in the World.
In this week's blog, I talk about one of my favourite salespeople Joe Ades. Sadly Joe passed away a free years ago, but this story is a great lesson for us all. We are all in sales, and Joe, the millionaire Potato Peeler seller, was just one. A Showman Selling Potato...
More Than One Word Answers.
In our blog last week, we talked about keeping the client talking and asking questions that opened up a conversation. Are you Asking Open-Ended Questions? One way to do this is to ask open-ended questions. What are open-ended questions? Definition: Open-ended...
Do Open Questions Sell? Yes or No?
How do you coach your salespeople to have fun selling? People can learn to ask open-ended questions. I do a great exercise with salespeople called "What's in my pocket?" One of my best staff members, Stephen Pead, taught it to me. You secretly put something unusual in...
How to Keep your Clients Talking.
The Right Questions Over the last two weeks, the theme of my blogs has been questioned. The ones we ask ourselves and the ones we ask others. Many people struggle with sales because they think selling means using the tricks and techniques that slick salespeople use....
The Map to An Open Mind
This week I want to share a story about a father and son and the importance of having an open mind.* The Newspaper story A man is busy working at home when his young 5-year-old child comes into his study, and with the enthusiasm that children have in abundance, he...
“Are Sales contingent upon the attitude of the salesperson? Or the attitude of the prospect.”
Photo - Austin Kleon- Steal like an Artist “Are Sales contingent upon the attitude of the salesperson? Or the attitude of the prospect” I get to hear good stories from all over the world about how salespeople make a difference in people’s lives. In many situations,...
The Difference between a Small One and a Large One
Do you know the difference between a small sale and a large Sale An excellent book that I have tucked away in my library is called Spin Selling by Neil Rackman. In Neil's book, he maintains that there is a difference between a small sale and a large sale and different...