- Final Four Winning Sales Strategies - Defense is the Key
Experts agree that the best winning strategy in team sports is a strong defense and I totally agree. The NCAA basketball finals are proving the importance of defense with each game. We write this article, because protecting the basket is as important in basketball as protecting the sale in business. Every business and salesperson must maintain and develop strong business relationships if they want to hold back the competition. - A Recipe For Selling Success and Baja Fish Tacos
My fair skinned wife, a Tacoma, Washington native of German heritage can fix the best tasting Baja fish taco I've ever tasted. It isn't the cook, although I will never tell her this, it is the successful recipe she follows. The same is true with selling. It isn't the salesperson; it is the selling process they follow. - A Hot Dog Sales Lesson
If You sold Hot Dogs, would people drive 64 miles to do business with you? What can you do to make your business an experience people will talk about? This is my sales lesson from the Worlds Best Chili Hot Dog stand. When you bite into these hot dogs, the mixture of flavors explodes in your mouth. - The Selling Process is a Sales Map to Success
One of the reasons salespeople get lost in sales is they don’t have a map. Having a map is critical to ending any journey with success. Unfortunately, many business owners and salespeople don’t have a sales or marketing map. - What Drives a Successful Salesperson
Perspective, Confidence and Attitude Drives sales. Are you driven by success? If you are, you will be challenged with failure everyday. How well you perform with the fear of failure depends on three things. - How Would You Design The Perfect Salesperson
If you could design the perfect salesperson, where would you start? Would it be a male or female design? You can probably think of a few quality sales traits beyond these seven. - Orange You Ready To Buy?
Just like an orange, if you're not around when a prospect is ripe for your services, the opportunity will spoil. Worse yet, your competition will capture the sale. Here are some tips to prevent this. - How To Fix A Defective Sales Funnel
Businesses and marketers use the example of a sales funnel to illustrate how they capture sales opportunities in their marketplace. Sadly, some sales funnels are not only small; they are outdated, have holes in them or are too plugged up to help a business capture all the sales opportunities. - A Salesperson Should Focus On The Happy Ending
The movie, "The Breakup" is a salesman's nightmare. Why, because no one wins! When a salesperson does their job right, everyone wins and business moves forward. It is the chase of a happy ending that drives the way we pursue a client. - The Ostrich Sales Reporting Syndrome
Do you act like an Ostrich when it comes to month end sales reports and forecasts? One of the biggest reasons a salesperson or sales manager has a problem with sales reports is usually associated with the lack of a sales process or selling system. Systems and processes are the key to solving many sales management and reporting issues. - Build Business Value – Before Selling A Business
I normally write about selling strategies, today, is no different. I'm sharing insights on how you can improve your success at selling a business. As you read this, try to take the buyers perspective. - Tactics of the Invisible Salesperson
Look around, do you see evidence of a salesperson in your organization? If you are the salesperson, do you leave a trace of what you have done? Some salespeople are excellent at looking busy, doing nothing and hiding like an invisible salesperson. - How To Dream BIG In Sales
Have you ever thought about where you want to live if you win the lottery? Creating a strong, vibrant image of our dreams is important and we must have a vision of success. We should be able to see, feel, hear, touch and smell our dreams. They say that stories sell. A story with visions of results sells better. - The Peanut Butter and Jelly Selling Strategy
Every business should follow a proven selling process, consistently. It could be as simple as following my award winning triple decker peanut butter and jelly sandwich recipe. - How to Calculate Lifetime Customer Value
Who would have thought my old comics or baseball cards would be so valuable. It is just like the value of my best customers. The better I take care of them, the greater value they yield. Do you know the lifetime value of a customer? - How To Sell a Cat – Curiosity Of Course
They say that curiosity killed the cat. Satisfaction brought it back. Another title for this article might be, “how to make more sales creating prospect curiosity.” Now that you have read this, you should read a little further to capture the truth behind the statement. Isn’t curiosity wonderful? - The Three Cup System for Selling
Sometimes, the genius of selling anything is breaking it down to the simplest concept. I was having a conversation with a prospect when they asked me how much my automated selling system cost. If you are in sales, you know this is a buying signal. It is also a critical point in the sales process. - Losing Berries Is the Same as Losing Sales; Do We Really Have To Lose Them?
My wife was disappointed when she returned from the side yard. Her face hung low and I knew she was pretty down. You see, I know the look. - The Workflow Selling Solution for Sales Growth
An article by John Giles in Quick Printing caught my attention yesterday - Why Changing Course is a Matter of Knowing Where We are Going in Sales
I rarely sit in a window seat of an airline. My preference is the aisle seat. However, I caught a standby seat that would get me home earlier. I was issued a window seat. - It Pays to Challenge Customers, They Aren't Always Right!
Because I sell for a living, I can’t always follow the customer service philosophy that “the customer is always right”. Challenging customers is part of sales because if we want to prescribe the right solution, we must get to the truth with our customer. Sometimes, customers don’t start out telling us what we need to know. - Sales Leaders Create a Vision That Places Them First
One of my heroes in life is Bill Levine, the founder of PIP Printing. It was almost 40 years ago that he found himself at the front of the line in an industry.... - Who is in Control of a Sales Call – the Quiet One
Have you ever asked a salesperson a question and instead of getting your answer, you are asked another question? While this may seem frustrating, it is common for an experienced salesperson to use this tactic. Experienced sales people understand the art of questioning and how to take control of a conversation by asking questions. It is the inexperienced salesperson who thinks that by talking or presenting, you'll take control of the conversation. - How to Survive a Difficult Challenge in Sales
This is an article about sales as much as it is about challenging the Grand Canyon. I have ventured into the belly of the world wonder seven times. Each time it has been a different experience. - Prospects, You Can't Make Them Drink if They Aren't Thirsty
Last week I was going over the sales process with a new salesperson. It was an engaging conversation and as we went over each step of the sales process. The analogy of how "we can lead a horse to water, but we can't make it drink" came up. - Why a Good Sales Plan Today - Sells Better Than a Perfect Plan Tomorrow
The wisdom of sales is best summed up by Nike, “Just do it”. Too many salespeople including myself will focus on developing a perfect sales plan before they make the first call. - The Power of the Reminder in Sales
If you are not using a reminder tool in your sales process, your customers will forget you are around. In most cases, probably 90 percent of the time, a buyer is not ready to buy, when you are ready to sell. If you have an automated reminder program in your sales process, you will capture more sales automatically. - The Basics of Selling - Hunting and Farming
This week I was involved in a situation where a salesperson that had lots of energy, didn't seem to be reaching the success or goals expected. It was clear that the sales activity was there. - Confessions of a Serial Salesperson
When the Judge was presented with the business development evidence, Taylor Success confessed and was clearly identified as the responsible individual for sales growth. Taylor Success was easily tracked down when we followed the trail of consistent sales contacts. It was clear that Taylor Success was following a sales action plan and responsible for the highest serial sales in history. - Why an Analog Notebook Improves Sales Success
Do you search through piles and files on your desk looking for prospect and customer information? If you do, you need a simple system to eliminate this wasted time. Some salespeople have tried using digital technology to improve this sales nightmare. I was one of them and finally gave up, reverting back to the tried and true analog method of a pocket spiral notebook. - The X Factor In Sales Success
Do you know how to apply the power of the X factor? The X factor in sales is simple multiplication of events and sales strategies that lead to sales. If business or salespeople apply this simple equation, they are released from the limits of time and energy. - Why a TiVo Mind Set Wins More Sales
Last year, the best investment we made was adding TiVo to our entertainment system. The system heightens the time we spend watching our favorite programs. We enjoy the feature of stopping the action, slowing it down and rewinding anything to watch it again. The best part of using TiVo is we no longer miss something important, particularly in a mystery or when someone says something important. - The Sizzle of a Sales Letter
In 2006 the US Post Office will deliver 212 billion pieces of mail to over 144 million homes, businesses and Post Office boxes. The question is, how much of that mail hit its target? How much of that mail was opened by your customers? - When NO, Doesn't Mean NO in Sales!
When a prospect says NO, don't jump to the conclusion it means never. The answer could mean "Not Now"! It does mean that you should back off and evaluate the situation carefully. The prospect could be telling you they are not ready right now. When a salesperson accepts the NO as a permanent decision and never contacts the prospect again, it is a mistake. - Real Life Challenges of "Deal or No Deal" in Sales
The popular television program, “Deal or No Deal” probably frustrates you like it does me. What is wrong with those people on the program? Take the DEAL! These are the words I shout from my home. It’s also the words I secretly shout in my head to clients when I’m selling to them. - Dad, I'm a Super Hero - I'm in Sales!
Dad, you raised me to have integrity, be honest and help people. You raised four boys, a Marine, fireman and truck driver. I’m the one you wanted to become a doctor or lawyer. Well, I reached higher to become a salesperson and I know you are proud.
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