Listen First. Sell Later.
How do you get free media coverage for your company while having other people sell your products or services? You might think about doing what a health club I worked with did one year. Every year they would conduct a big membership campaign. They always bought radio commercials and placed print ads in the local …
Lots of people according to my friends Keith and his wife Cheryl. They own a small print shop. Business has been booming this year and a lot of it is due to new customers who have lost their jobs in the latest corporate downsizing. Or, they have opted out of the big company rat race …
Let’s say you’re at a party and it is good opportunity to network with people. How long do you think the average person takes to make a decision about someone new they meet? How long does it take for you “gut” to say, “I like this person.” Or, “Wow, get me out of here.” If …
The first time I heard the phrase “If you think, you’ll stink” was from the lips of an extraordinary golf instructor in Pittsburgh. Her name is Denise Boeh and she is one of those people who would have been successful at anything she decided to do for a living. She became a LPGA teaching professional …
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 …
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 …
Why Do Large Companies Spend Too Much On Sales Training? Show Me »
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 …
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 …
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 …
I read a best selling, sales author’s biography earlier this week where she described herself as an expert in “complex sales strategies.” I’ve tried to start her book several times but my eyes glaze over reading the table of contents. I’m not going to name the book or the author. This isn’t a book review. …