It’s All About The Customer!

In my experience, the degree of difficulty in selling large ticket items as compared to small is infinitesimal. Yes, sometimes the sales cycle is longer but small ticket items tend to often be discretionary in nature while large are invariably necessary for the company to purchase. Why should this matter to you? Well, too often …

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Why Do Large Companies Spend Too Much On Sales Training?

Why is it that when it comes to implementing a sales training program large companies almost always go with the most expensive, most complicated and least effective? I have evaluated many, many programs. The worst ones were always so complicated to understand and implement that I knew the program would be abandoned by most sales …

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Selling Fun

Irvine Robbins passed away earlier this month – he of Baskin-Robbins ice cream fame. As I read about his life, I got to thinking about what he said about what the company sells. “We sell fun, not just ice cream!” Before he and his brother-in-law, Burt Baskins, opened the first store in 1948 the ice …

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The Worst Sales Strategy Ever?

How far do you think you’d get in your sales presentation if you answered the question “Why should I buy from you with the following answer?” Well, because “white, hard working Americans” would rather buy from me than my competitors – especially if they’ve never completed college. You’d get tossed out the door and told …

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Risk and Reward

We are in the process of implementing a neighborhood watch where I live in northern Bucks County, PA. We had our first meeting to discuss the process and by coincidence my step-daughter, Lisa, was visiting from New Jersey and sat in on the meeting that was held in our home. The day after the meeting …

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People do business with people that they know, like, and trust. Since we can’t pick or choose the “type” of person we are most likely to trust and like right away, we need to learn how to effectively with everyone’s personality style.” Learn how in this report and start increasing your sales right away!

Selling To The Four Personality Types