Talk Money FIRST!

A great way in effectively setting boundaries for discussions and also as a means of quick disqualification of potential customers, is by talking money upfront. This is something that goes against many of the traditional selling systems, where you discuss pricing at the end. It is to my firm believe, and through my years of being a top performer in my industry, that getting the money talk out of the way leaves a crystal clear, wide open highway for any experienced sales person to simply drive the customer down the closing or purchasing avenue. … More Talk Money FIRST!

Stop Selling, Start Closing!

“Selling” refers to one’s ability to accurately describe a product’s or service’s features and benefits in such a way in order to persuade (convince) a potential customer on why they should proceed to buy. The reason “selling” no longer works, is because customers are wary of sales people, sales tactics, and once they suspect you are trying to sell them, their automatic response is to flee. Remember that “Everybody loves to buy, but nobody likes to be sold”. … More Stop Selling, Start Closing!

Secret Revealed: More Sales in 1 Step!

Picture this: You are engaging with a prospect, you talk, you listen, answer questions, have a fantastic conversation over their needs and wants, everything looks good, and you are a step away from closing that deal. What happens next? Customer gets up, says “Thank you for your time” and away they go! Does this sound familiar? What went wrong? … More Secret Revealed: More Sales in 1 Step!

"How Much Is This Going To Cost Me?"

Have you ever had a discussion with your spouse, girlfriend, boyfriend, husband, where they say one thing but can mean a whole lot of different things? This follows the same principles. When dealing with customers, a key attribute that top sales performers have, is their ability to read between the lines. When engaging with a potential customer it is key to be able to identify exactly what it is they are trying to say, in order to be able to address the specific issue, concern or objection. … More "How Much Is This Going To Cost Me?"

Selling ICE to Eskimos

This is a phrase most commonly used by sales people, or when describing sales people and their level of competence. The phrase can be used in the format of “He is such a good sales person, he can sell ice to Eskimos”. When I engage with older generation sales people they use this phrase to show their level of persuasion and ability to convince customers into buying anything. In 2020 this phrase has no place in the sales world. … More Selling ICE to Eskimos

SALES: Tag Teams

A #TagTeam is a term used in wrestling matches where two wrestlers team up to take on another team of wrestlers.”
The dynamics are always different, and much to the favour of the seller, when there is more than one sales person involved in the sales discussion. In sales, it is of great assistance if when dealing with a prospect you can introduce a second Sales Person into the mix. You can do this in the following two ways: (Continue reading…) … More SALES: Tag Teams

SALES Paradox: High Experience, Low Sales

One would think that with experience, the selling would come much easier, and yet in some cases we can find situations where experience isn’t proportional to actual sales. One of the sales paradoxes is that you can find experienced mature sales people who simply cannot keep up selling with the younger inexperienced sales people.
I recently had a discussion with a sales colleague, older than me who has been in the field for over 30 years. However his sales numbers simply no longer match up to the … (continue reading) … More SALES Paradox: High Experience, Low Sales