Listen First. Sell Later.
Whether you like sports or not, you’ve got to know that successful athletes have great stories about the stuff they overcame to get to the top. One of my all-time favorite stories is still the one about Michael Jordan. After practice he would stay and shoot another 200 baskets, every practice. Tiger Woods, Tom …
In a bad economy the assumption too many sales people make is in believing that price is the most important thing to a customer. Even if they say it is, it’s not. People may say they’re watching their money, but what they mean is they’re keeping an eye on the value. If you don’t believe …
In a Bad Economy, Price is NOT the Most Important Thing Show Me »
One of the things that always surprises me about experienced sales people is that they still tend to believe there’s a secret sales weapon out there. They go to conferences, they hire coaches, they read books, they buy DVDS of motivational speakers and then after all that their sales are still down. “What am I …
We’ve all known at least one great diplomat in our lives — you know, the person who can tell you to “go to hell” in such a way you look forward to the trip. It’s an amazing skill and one not easily acquired. But it’s worth pursing, particularly in sales. Why? Because you’re going to meet …
A friend of mine was telling me about a story she’s writing about marketing in tough times. She pointed out that companies like Hewlett-Packard, Airstream Trailers, Fender Guitars, Les Paul and Adolph Rickenbacker guitars, Coleman camping gear and other iconic companies were all started at the peak of, or like Coleman, were in business around …
Personal growth trumps skills every time. A salesman I once knew, let’s call him “Sam,” (not his real name), was the best real estate agent in his 20 person firm in terms of real estate knowledge. When it came to knowing real estate law, contracts, how to get the best deal, anything having to do …
In a blog post last week, I wrote about not taking business advice from professionals such as attorneys and accountants. Today, I’m here to tell you that when you find yourself in a situation that feels like you need legal advice or you just got a letter from the IRS about anything, it is definitely …
There are good accountants and not-so-good accountants. There are good lawyers and not-so-so-lawyers. There are good bankers and not-so-good-bankers. You’ll have to choose based on references and your own intuition – at least the first time you use their services. If you own your own business or are thinking of starting one, then the the …
A friend stopped by today. We shot the breeze about a bunch of stuff and then he started talking about his business. He’s had it for 20 plus years now and is well thought of by his customers. I’m one of them so I know how important customer satisfaction is to him and he makes …
I don’t carry a lot of cash. I carry plastic. My clients carry plastic. I mean, unless you’ve stopped at some “cash only” mom and pop business along a rural road 100 miles from an Internet connection, most businesses in America take credit cards. More and more of sales everywhere, including soda and snack machines, …