I grew up in Haddonfield, New Jersey. We lived at the corner of the busiest intersection in town. I was 15 years old when we got a puppy named “Thing-a-ma-jig.” The cutest, friendliest mutt-puppy you ever saw. One morning, about a week later, I opened the front door to get the paper — and the puppy got loose. She started …
Memorable Customer Service …Where’s the Washcloth?
Two true stories from the travels of a weary sales trainer. I flew to Hawaii last spring. First time. Seven hours in the plane makes a person a weary traveler. I was met at the airport by my host, and given the traditional lei (necklace of flowers). Fantasy fulfilled. Gritty from the plane ride, I enter the lobby of the …
Prepare for the New Year with Some Old Ideas
I’d like to look at the table of contents from a great book on selling skills… Chapter 1… Begin by Talking Him Learn Your Customer’s Hobbies Personal Likes and Dislikes Base Your Approach on These Then Show Goods. Chapter 2… Use More Ear and Less Tongue Give Your Customer the Center of the Stage The Main Thing Is not to …
How do You Become a Sales Legend? What Does it Cost?
Authors note: Glenn Turner is my sales hero, guru, and champion all in one. In 1972 through his tapes, movies and books, Glenn Turner taught me how to sell, and the principles of achieving and maintaining a positive mental attitude. Yes, there were others (Napoleon Hill, Dale Carnegie, Earl Nightingale, Bill Gove, J. Douglas Edwards to name a few), but …
Sales 101.5 – Just Plain “How to Make a Sale”
Is there one “best” way to make a sale? No. A sale is broken down into elements. Each salesperson executes each element in a different way. Some are great at it. Some don’t even know the elements exist. Presented here are the 18.5 basic elements that comprise a sale. They are by no means all-encompassing but there are enough here …
The Sales Actions to be Remembered are the One’s Brought
Often what makes people buy are the little things. Little memorable things. Little memorable things repeated over time that build enough good will, value, confidence, and trust to effect a sale. How memorable are you? How memorable are your actions? How many surprises do you create? How much magic do you make? If you’re not sure of the answer, ask …
Fired by Your Salesperson? Whose Fault is That?
Yours. When a salesperson leaves you for “a better job,” it’s a big red flag. If you say: “It’s all their fault,” or “if they had done this or that,” or “they weren’t that good anyway,” or “we’re better off without them,” you’re kidding yourself. When a salesperson leaves, don’t rush to judgment. Your first inclination is to say it’s …