What to Forget to Sell More
Who’s responsible for “solving the problem” during the sale? You? Or your prospect? Your prospect is likely to put this responsibility on you (particularly the less experienced buyer). But you can’t...
Read MoreMonth: July 2008
Why You Can’t Sell Like A Puss
A huge part of succeeding in sales is winning the games in your head. You have to value yourself highly as a salesman. You can’t hold back like a puss out of fear of offending people. This Monday I got an email from guy...
Read MoreSales Question – “Why Don’t You Just Buy Nothing At All?”
Whenever I am working a new prospect who already has an idea that they want something like what I am selling, I ask a lot of questions about what they think they want. I ask to find out if what they want fits what I am selling....
Read MoreShould Sales People Even Make Commissions?
So I am cruisin round town yesterday, and I hear this radio ad, and this voice comes on with sort of an annoying, slightly nasal tone, and he says: Should insurance sales people get paid extra for just doing their job? What?...
Read MoreSuccessful Time Management for Sales People
One of the great things about sales is that you “sort of” don’t have a boss. We’ll you probably do have a boss (that’s why I said “sort of”). But in sales you do have a lot more control...
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