The Key to Success in Sales

That’s it! If it’s that simple, why aren’t more people successful in sales? Once again, the answer is relatively simple: They either don’t fully understand or know how to apply the basic fundamentals. So, just what are these mystical basic fundamentals of selling that seem to elude so many people? Well, before we explore some…

A Word to the Wise

If you’re reading this article, you probably don’t need to. Confused? Good, I got your attention. The people I’m really directing this article to are those who probably got into selling by accident and don’t take it all that seriously. You know the ones. They’re glib, they’re good, and they treat selling like a game…

Stop Talking to PWOTs

If you’re going to sell anything, you must deal with real prospects. Your challenge as a salesperson is to separate the real prospects from the unreal ones. That’s what qualifying a prospect is all about. Finding real prospects is not difficult but too few salespeople do it and end up wasting their time trying to…

Stop Watering Dead Plants

There is absolutely no doubt that persistence is a key element for sales success. But where does persistence stop and being a pest begin, and when is being persistent just plain dumb? This is not a problem for most salespeople because, as a general rule, they give up far too soon in the selling process.…

The Changing Face of Selling

The winds of change are impacting the sales profession. These changes are being brought about, for the most part, by the changes that are occurring in the buying arena. Unlike selling which is a full-contact sport, buying has moved to being a non-contact sport for many things. The Internet and other media have replaced the…

Fishing for Referrals

Referrals are an excellent source of new business but most salespeople don’t deserve to get them! Yes, you heard me right. Why do I feel they don’t deserve them? Because they do nothing to earn them. Too many salespeople are like waiters. You know the ones. They show up at your table to take your…

Selling the Sizzle

Remember the old saying, Sell the sizzle, not the steak? Well, it’s still alive and well but not used by many salespeople. Most of them are still trying to only sell the steak. How boring! “Sell the sizzle” is just another way of suggesting you use a bit of showmanship in your selling. Mind you,…