There were about 45 sales people in the meeting and I was presenting them with one of my products, a hot dog. It was not a new product but it was new to them. After everyone was just about finished sampling the hot dog everyone seemed sold on the product.
Then, all of a sudden, someone said, “Man, these hot dogs are really salty!” Pretty soon everyone agreed, they were salty. I knew the salty hot dogs would never sell so I had to act fast. Read More »
The average business loses 15% of their clients on an annual basis. It’s safe to assume that some clients move away or sadly, pass away. If you sell to businesses, some of them may close. But, many simply stop coming. That’s because you haven’t established relationships with those clients. The clients feel no loyalty…no obligation to return.
With the cost of gaining new business five times that of keeping current clients, it’s wise to do all you can to keep those people coming back for more. Read More »
Shirley told me she sometimes felt like a lioness hunting big game in Africa. When she needed business she went out and found it.
Then after she closed the sale and got that big commission check, she sat back and rested. Like the lioness who lays down after a successful hunt, rolls over on her back, and takes a long nap.
When the lioness is hungry she begins hunting for food again. And that’s what Shirley does. When she needs some business, she goes out and looks for it. Read More »
Regarding the subject line, unfortunately it is true for some folks. Not through any fault of their own, but because of this fact:
The overall company could not sell enough products and services at a high enough gross profit in a certain amount of time to pay all their expenses.
In other words, enough sales are not being made.
With that in mind, the whole sales team is fired and you are going to be re-interviewed for the job. Read More »
It’s amazing how few truly great salespeople can tell you exactly what they do differently than others who aren’t so successful. But, when you watch, listen and learn what they’re doing, you’ll be able to pick up on the clues they use whether they realize it or not.
Most of the top people I know in selling have learned to listen for specific clues as to how to best present information to new potential clients. Read More »
Sales and profits down this year? Frustrated with the current economy? Are your customers coming up with more and more objections?
What’s your plan???
So how can you ramp up sales in this tough economy? Read More »
Research was conducted on the advertising of five products. They ran two ads – one said they were superior in all five products and another that claimed superiority in three of the five.
Which one do you think did better? Read More »
Want more prospects hungry to buy? Find out what the noble Turkey knows about marketing and how he (or is it she) knows that get’s a whole country salivating to sit down for dinner.
Discover what Turkeys know about marketing >> (Read More)
Most people think that in order to persuade others, you have to be a real good talker. You have to have “the gift of gab,” “a silver tongue,” or be a “natural born salesperson.” The truth is just the opposite.
The true professionals—the successful people in sales are great listeners. What are they listening to? Their potential clients telling them their wants, wishes, needs and fears…and what they want to own. Read More »
For many people the word “networking” has a negative connotation. This is in part due to the fact that many salesmen abuse networking to push their products or services. So let’s take a deeper look into the difference between (hard) selling and networking to solve some of the misunderstandings about networking.
The main difference between selling and networking is that in a sales process the goal of the interaction between two people is the sale of a product or service. Read More »
