If you’ve been reading me for any length of time at all, you’ll already know that I’m constantly looking for ways to make selling easier and more fun. Thanks to one of my new agents, I found an app recently which does just that. If you’re in territory sales of Read more…
I am extremely fortunate to work with a good friend of mine, Rachel Burnett. We met randomly in DC at a house party and found we had a similar interest in politics and people in general. About two years later, she was looking for something where she could stretch her Read more…
Adam Honig has a great post on Trump’s style and how you (as a salesperson) can borrow a couple of tips to close more deals. Let me say unequivocally that I’m definitely NOT a Trump supporter nor will I be voting for him – even for dogcatcher. But there’s still something Read more…
Scott Adams, the creator of Dilbert has a fantastic post about the persuasive skills of The Donald. I’ve been watching his “campaign” with fascination the past few weeks – and especially extracting elements of his style that would be helpful in a sales or negotiation context (since that’s what this Read more…
Every business growth program on the market begins the same way: In Chapter One, Module One or Video One, you’re told to “figure out your target market.” You’re given examples. Then your business manual moves on to the next step — leaving you with a gaping hole in your business. The Read more…
This article is by Gillian Zoe Segal, the author of Getting There: A Book of Mentors. Before you shell out $160,000 on a business school education, you might want to consider spending a couple of years as a door-to-door salesman instead. That’s what I learned as I researched and wrote my new Read more…
I begin to close the sale within 10 seconds of entering a prospect’s office. I state my objective of the meeting, and I tell him or her what I would like to do. I tell them my three strategies of business: 1. I’m here to help 2. I seek to Read more…
100 Incredible Quotes from Entrepreneurs for Entrepreneurs : Stay Motivated and Achieve Your Goals http://read.plash.in/2015/02/22/100-incredible-quotes-entrepreneurs-entrepreneurs-stay-motivated-achieve-goals/
Close Every Customer By Asking This Powerful Question. Steli absolutely nails it in this article. I’ve been using this technique for years and it absolutely works. I was out training one of our new people the other day and described it as the “time-travel” close. When the prospect asks you Read more…
[youtube https://www.youtube.com/watch?v=PbC4gqZGPSY#t=103] Ira Glass is the producer of This American Life. This 2 minute clip is aimed at creative types – but I can’t think of any better advice for a beginning salesperson. Watch it, take it to heart, and put it to action today!