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Thursday, September 11th, 2008My thoughts over the last few days have just reconfirmed a few things about making major sales. I have been looking at cars and speaking to a number of sales people involved in the vehicle sales profession.
Even though price selling may be easier and faster, you will be the loser because of under selling and [...]
Tips for Initial Questions
Thursday, August 14th, 2008These tips will help on how to make certain you get it right from the start.
When you first visit a customer or prospect you are probably bursting with enthusiasm and just cannot wait to start talking about your product.
What can go wrong?
Well it is very simple really, if you start talking about your product (like [...]
A Cautionary Tale for Today’s times - Are we really getting better?
Thursday, August 7th, 2008A Personal Perspective
Companies around the world devote huge resources and spend vast sums of money trying to recruit and develop leaders at all levels. There is lots of talk about exciting concepts such as “transformational leadership” “emotional intelligence” and the “servant leader”.
Some even advise us that in today’s organization we are all leaders now. So [...]
Stop Talking
Monday, July 21st, 2008This has to be the single biggest problem any sales person has. Stop Talking! Most of the sales training I have seen lately seems to focus on “overcoming objections”, “how to handle difficult customers” and “How to close sales”.
The reality is most sales people yap, and they yap too much. Just think for one moment, [...]
Sales Calls and the Telephone
Thursday, July 17th, 2008What seems to be the problem with sales people and the telephone?
One of the most common phrases uttered by sales people is: “I will call you back” some even say “I will call you back in one hour” or “I will call you back later today”. If sales people say this why don’t they do [...]