The Next One Is A Sale

I went to my usual store to by a specific product. However, all the sales reps were busy. A bit surprised by this as I had gotten there early, I inquired on the wait time. When customer service said they didn't know, I walked out. I was a buyer. I was coming in to spend money. It was a done deal, but no one answered my call. I went to a Continue Reading

The Moment of the Sale

I was in my local bank. I was being helped by the manager for a standard transaction. However, another teller had a question. She leaned over and whispered to the manager. To my surprise, the manager stopped helping me to help her.  The manager didn’t say, “Excuse me, I need to help this teller for a moment,” or even acknowledge that she was being Continue Reading

Who Are You Selling?

We've all heard the sales tip that, "The customer buys you." That is, you're the face, the representative of your company. Trust begins with you. You are the front line. You are the difference between your competitors. The key lesson here is "you." Yet, as sales people, we're very quick to highlight the features and benefits of our company rather Continue Reading

Holiday Selling Tips

Everyone loves to buy during the holidays.  Once folks start spending, they keep going. It's a psychological "what the heck" phenomenon. So why not adjust your sales techniques to maximize your sales this holiday season. Here are a few simple sales strategies to always keep in mind - but especially during the holidays: Be Organized: holidays Continue Reading

Join Us On Facebook

Hey folks - join us on Facebook for even more sales tips, techniques, and discussion. As many of you know, started with two sales guys helping each other out 6 years ago. It has since grown into a vibrant community as well as an award-winning website. In short, like you, we're busy selling. So we created the FB page to make it a Continue Reading

6 Distractions Costing You Sales

We live and work in a world full of beeping and flashing distractions. Whether it’s Facebook, email, chat, IM, Twitter, or otherwise, we’re drawn (sucked) into and distracted by it all. When selling there are many great sales techniques to implement that help build value, identify customer concerns, and close the sale. However, there are many Continue Reading

How To Adopt A Winning Mindset

In sales we can quickly become average. We settle into a groove just enough to hit our goals. Or we're frantically playing catch up at the end of the month to hit our sales numbers. Why do we do this? In the video below, Seth Godin forces the question, "Are you mediocre?" In other words, are you just an average sales guy? Yes - you probably Continue Reading

Are You Selling On Autopilot?

When you sell the same product for years you can sometimes end up selling on autopilot. You go through the motions. When this happens, buying signals from your prospect are missed. Basic sales techniques are skipped. There can also be some laziness involved. You delay replying to a lead, or fail to follow up. You've lost some drive. You've lost Continue Reading

5 Tips To Crush This Next Sales Year!

It's that time of year when all the sales bloggers start telling us how we can make the next year so much better. We'll hear about sales training exercises, as well as sales tips, and techniques that will deliver superior results. We'll hear how we need to review last year to see where we can improve and move forward. In light of all this, here are Continue Reading

Just Following Up

As a salesperson, have you listened to yourself lately? Do you know how you sound on the telephone and to your customers? As sales people, we tend to fall into patterns of language that may make sense to us, but do little to move a sale forward or entice a prospect to buy. By way of example, the voice mail that says, " Hi Bill, just following up Continue Reading