It’selection time and your customers are voting I wish I had a dollarfor every salesperson who bragged to me about how GREAT theirrelationships are with their customers, and then lost a sale becausethey weren’t the lowest price or lowest bid.
HELP! I need to get better at negotiation!
HELP! Ineed to get better at negotiation! Eh, no Sparky,you need to get better at everything else so that you NEVER have tonegotiate — or at least negotiate 90% less.
The naked sales call. Walk in with nothing, and lose.
The naked sales call. Walk in with nothing, and lose. I was reading an idea from a purported sales expert. She recommendsgoing into a sales appointment “naked.” Her title even states: “NakedSales Calls Pay Off.” She writes about sales reps who she says arehaving extraordinary success since they started going into meetingswithout a brochure or any other collateral material.
Expose yourself to no and not now to get to yes
#165 Expose yourself to no and not now to get to yes. 97% of all sales are not made on the first call. It takes five to ten exposures (follow--ups) to a prospect to make the first sale. The prospect may not actually say "no" each time, but each time you follow--up and the prospect doesn't buy, he's saying: "not ...
Lessons from the Lord of the Ring.
Lessonsfrom the Lord of the Ring. I sat down to talk withDrew Brown, the first black jet fighter pilot in the Navy, adecorated war veteran, who was raised on the streets of Harlem. Hewent to school at Southern University, played basketball for theHarlem Globetrotters, and wrote a book called You Gotta Believe!
Business pioneers have wisdom that can impact your success.
Businesspioneers have wisdom that can impact your success. Asa student of business, sales, and personal development history, Iwill be sharing some ideas from people who have had an extreme impacton my thinking and philosophy. The first in the series is BertieCharles Forbes (May 14, 1880 — May 6, 1954). He was a Scottishfinancial journalist and author who founded Forbes Magazine.
Making Sales Meetings Memorable. OK, Tolerable.
Making Sales Meetings Memorable.Okay, Tolerable. Every sales team has a weekly meeting.