Just Ask: This Mistake Can Cost You a Fortune
If we don’t ask we don’t get. I remember reading a report last year that showed that less than 50% of all salespeople ever asked for the order, let alone a proportionately large order.
Overcome These 5 Tendencies to Boost Your Sales Performance
When we’re not concentrating on certain positive behaviors, we default into behaviors that prohibit us from getting a sale.
5 Methods to Hold Your Customer’s Attention
Did you know that according to a study by the US Navy, the attention span of the average person is only thirty seconds? That means every thirty seconds your prospects are thinking about picking up the dry cleaning, their date on Friday night or the
5 Sure-Fire Methods of Creating Emotion in Your Sales Presentation
What do you tell people about owning your product? Do you tell them that it’s fun, thrilling or maybe adventurous? Do you share with them how good they’ll feel when they’re using it? Most of us have learned about the benefits of emotional selling or, as
Overcoming Objections – When It’s Not So Urgent
These days, we live in a world where texters, emailers, and phone callers expect an instant response. It’s urgent, you know! As salespeople we too are seeking an urgent response, many of us expecting it within 90 minutes. The problem with all of this instant
Who Needs Fertile Ground
Recently I was at a wine tasting event and I heard an interesting tidbit: the worse the soil, the better the grapes and the more delicious the wine. This may seem contradictory until you dig deeper. It takes a lot more effort for grapes to
Reaching for the Familiar
As I was boarding a flight from Kauai to Maui, a small Chinese boy came up from behind me squealing and shaking with delight. He pointed at my carry-on, reached in with his little hand and removed a bottle of pills. His parents were apologetic
“Many to Many” The New World of Collaboration
When I was in grade school, the excitement and pleasure of knowing The Wizard of Oz would be airing within the month was overwhelming. Neighborhood children delighted in invitations to friends’ houses, where together they would eat Jiffy Pop popcorn and watch The Wicked Witch
Laser Focus
The last decade has been a gold rush of searching and gathering information on the Internet. Videos, news, personal information, and opinions are so prolific that the next decade will likely be more about filtering information than acquiring it. Consider Google Alerts, Facebook, Twitter, Linked
