Here’s a sample conversation that was sent to me by a real sales pro, Gene Wrasman.  Gene is going through my sales course and he offered these sales tips about how to avoid getting rejected.

Here’s Gene’s sales tips: As you introduce yourself to the prospect you can almost see the walls of protection go up.  Here’s how the conversation should go: » (Read More)

Achieving sales volume goals for your business is one of the biggest challenges any owner or manager faces. There are so many factors that can affect that final number.

Hopefully, you have a staff of people who are dedicated, professional and motivated to help you achieve your business goals. If you do not, read no further. Instead, read up on how to hire the right people to sell your products and services.

Let’s assume for now, though, that you do have the right people in place. How do you set the sales goals you want and need without being pushy and demanding of your sales team? » (Read More)

Maybe not!  Maybe it’s the best time!

Just think of the freedom a brand new sales person would have!

What kind of freedom?

Freedom from all the old habits that are so hard to change.
Freedom from the “way we used to do it!” » (Read More)

It’s not what you say, but how you say it that counts, right? In business, what you say is just as important. In selling products and services, you must learn to paint mental pictures in the minds of your potential clients.Those pictures show them being smarter, thinner, richer or sexier because of your product. You must strike each person’s buying nerve in a positive way by paying attention to the pictures your words are creating.

While most of what you say is specific to your product or service, there are many words that are commonly used in selling situations. Some bring about positive images. Others don’t. » (Read More)

Are your sales people ready for the coming year? Based on my personal observation as well as conversations with sales people from all over the country, the answer is no.  Most sales people are not ready for what’s ahead of them this year.  And for the most part, it’s not their fault.

What is the key to keeping your sales team motivated? » (Read More)

The pathway to riches is that opening in the front of your head called a mouth and one of your biggest assets is the telephone. Most appointments are set by telephone and there are certain steps to follow to do it well.

Step 1: Greeting
The greeting sets the tone for the entire telephone call and often for the appointment that follows. Courtesy is always the key. It’s also important to use the person’s formal name right at the beginning. » (Read More)

When Henry Ford asked his customers what they “needed” what do you think they said?  Here is the answer:

“A faster horse!”

If you’re asking your customers what they need what will they tell you?  “Cheaper prices!”

Henry Ford could see beyond the immediate obvious, look into the future and see a bigger picture.  And that is what you must do to have a record breaking year. » (Read More)

Any sales call or presentation generates a certain amount of tension in both you and the potential client. When entering someone else’s home or office, be aware that they see you as a stranger. They don’t know for sure if you are what you say you are, or if you’ll just end up wasting their time.

Your first job when meeting someone new is to put them at ease. Here are several simple sales strategies that work. » (Read More)