Friday, May 25, 2018

The Secret to Handling Objections

In my early years of selling, whenever I got an objection, my heart would sink, my stomach would go into turmoil, and my mind...

The Telephone — Sales Tool or Club

Often when I suggest to salespeople that they do some telephone selling, a panicky look comes over their faces and you'd think that I'd...

Show the World You’re a Sales Professional

It's been almost ten years since I last went on a rant about the sales "profession" and what we can do to make it...

Dealing With the Long-Distance Buyer

No, I'm not referring to a prospect that buys long-distance telephone services. This is about the buyer who is out of reach, the one...

Predatory Pricing in a Competitive Market

During our recent TeleSeminar on Handling the (Dreaded) Price Objection, I was asked a really good question by one of the attendees — How...

Setting Price Expectations

No one likes sticker shock, not you and certainly not your prospect. The last thing you want when you mention your final price is...

Fear Sells So Sell Fear

Any marketing person will tell you that sex sells. Well, I'm here to tell you that sex doesn't sell; sex simply gets your attention....

Remove the Doubt and Make the Sale

Here's the scene. You want to buy a service from someone but you're not quite sure if he or she is going to do...

Dress for Success

You only get one chance to make a good first impression and what you wear has a lot to do with the impression you...

Know Who You’re Talking With

I don't know about you, but I sometimes find it fascinating to listen in on other people's telephone conversations, at least the half of...

The Loneliest Job in the World

This article is for those of you who have been in sales for some time. Those of you for whom the glow of the...

Selling in Slow Times

Every salesperson eventually falls upon slow times. Whether it's a regular seasonal slump, marketplace readjustment, or economic downturn, it happens to all of us....

Beware of the Nibbler

If you've been in sales for any length of time, it's highly likely that you've had a run-in with at least one "nibbler." No,...

Taking Your Prospect’s Temperature

Why in the world would you want to take your prospect's temperature? You're not a doctor. Well, it's not your prospect's body temperature I'm...

Conquering the Fear of Closing

Do you know the major reason why prospects don't buy? They were never asked! That's right, no one asked them for the business.Strange as...

Get the Crud Out of Your Sales Funnel

Most salespeople understand the concept of the sales funnel. It works just like an ordinary funnel that you might use to transfer liquid from...