Listen First. Sell Later.
I never had a bad opinion of selling. I grew up with a mother who sold shoes for over 50 years so selling to me was something good and honorable. It allowed you to help others while also earning money. And, when I realized that your income was dependent upon how much you sold and …
I decided it is time for me to make a new plan. The Chinese have their 100 year plans. I like the idea but having turned 62 a couple of months ago, I thought 100 years might be bit too optimistic. So, I am working on my ten-year plan. Now the truth is that while …
We don’t want to feel like we’re being sold. We do like to buy. That is the conundrum for the salesperson. The welcome solution to the puzzle is to – Listen the Customer into Buying. t
My friend Walt is the funniest person I know. He can walk into a room of strangers and within minutes the crowd will come alive, people will be laughing and they will gravitate toward Walt to find out more about him and to just be in his company. In most social settings you can …
A Philadelphia car dealer builds a fan page on Facebook and launches in January 2010. Over the next 12 months he garners 400 fans who mostly consist of friends, family, previous customers and a few people he calls strangers. At the end of the 12 month period he says he only sold one car to …
Do you sell in an industry that uses RFPs (Request for Proposals)? I once made the mistake of creating a company that sold a software system to very large organizations almost all of whom made use of the dreaded RFP even though it was not a requirement for them. After wasting hours of time on …
We all tend to talk too much when we are in a conversation with a customer or prospective client. If you think you might be guilty of doing it here are some of the possible reasons why: It is human nature for many of us to talk when we’re nervous and being in a sales …
The best piece of advice I ever received was to never take advice from someone who hadn’t done or succeeded at what they were advising you about. People can’t take you where they haven’t been themselves. So, if you want to be a millionaire, only take advice from a millionaire. If you want to be …
If you aren’t using photography and video in your small business you are missing out on a fantastic, effective, and entertaining way to sell and market your products and services. And, you are not getting the advantage of being indexed by the number two search engine in the world – YouTube. Video gives you the …
Have you ever been shopping for something and have a salesperson begin to tell you all about the features of a particular product only to find yourself thinking, “So what!” It happened to me recently when I was trying to find the best video camcorder for my purposes. Those last two words of the previous …