Why Being Aggressive Won’t Get You Sales
When people are asked to think of less than successful salesman, one of the unpleasant characteristics that springs to mind is them being pushy or aggressive. The usual memory is…
Sustainability within NASCAR
Recently, I was both surprised and pleased to discover that NASCAR takes sustainability very seriously. Believe it or not, NASCAR has been working with key stakeholders to promote sustainability since…
How to Get Prospects to Return Your Call
How effective are the messages that YOU leave for your prospects? Your prospects form an opinion about you and your company every time you contact them. In fact, the messages…
Getting the Appointment
What are you doing now to try and set up an appointment with your prospect? Calling? Is that all? Guess what? Every other salesperson is doing the same thing. They're trying…
Three Secret Keys to Persuasion Magic
Just a few critical distinctions can supercharge your communication skills: 1. Appeal To Peoples´ Values Values are the criteria by which people make sense of all the information they must…
The Top 7 Sales Blunders – You Would Think Number 6 Would be Obvious
We all make mistakes when selling our product or service. Here are the most common mistakes people make. I have to admit I have made many of mistakes listed in…
4 Ways to Sell More by Building Rapport
Building rapport is often a much overlooked critical part of the sales process. In fact, without rapport, you are almost guaranteed not to make a sale. First, let's define what…
Secrets to Overcoming and Handling Price Objections
The reality is prospects don't typically just say "no", but instead they hit you with an objection. An objection will almost always be a roadblock for the untrained salesman. Some…
Are You Using the Right Tone in Sales Calls?
In the modern world of commerce, more and more business is being done through electronic means, whether over the phone or through the Internet. This means that the field of…
Six Tips to Remember Daily
No matter how good you are at selling, you are not going to get a 100% conversion rate. The key is to be respectful of other people's time, be polite…