Would you think you could learn a profound sales lesson from American Idol? Well, it happened last season. Here’s the backstory in case you’re not a fan. Pia,the beautiful and seemingly unbeatable contestant, got the axe. The mentors (music industry bigwigs whose names I don’t know) were...
Most of us think consultative sales techniques need only be applied to big ticket items like large software purchases or luxury cars. Not true. Unless your business involves asking, “Would you like fries with that?” you probably should be selling consultatively. Here’s a great example. A new warehouse...
In the game of business, I find the bat to be a frequently used and highly ineffective piece of equipment. I know that because I conducted an unscientific survey and in the process, found an amazing difference in the way men and women employ the...
"Angel speaking," I said, my customary phone answering protocol. "Hi Angel, my name is Mary from XYZ Printing." "Who? " I replied. "Mary from XYZ Printing. I'm new here," she continued timidly, "and they gave me a list of people who have done business with us in the...
In an effort to avoid annoying and unnecessary communication, are we insulating ourselves from opportunity? Take this situation that happened just yesterday. I had a lead for someone and didn't have his email address. I called the receptionist to get it. She, rather unpleasantly, answered, "That...
Every move you make.That's what it takes to land your next prospect. Recently, I've had the pleasure of learning, from a renowned sales guru, the art of the close. And, it seems to be as simple as reading your prospect and mirroring their behavior. Here's how...
"What are the traits of an effective salesperson and how are they identified in a candidate?" These questions have been studied for decades and a broad range of opinions have been offered by corporate executives, college professors, industrial psychologists and human resource managers. Corporate America,...