People who have seen the movie Glengarry Glen Ross remember if they remember nothing else, the scene where Alec Baldwin screams out “Always be Closing! A…B…C, Always be Closing!” There is a truth to this. As a salesperson, when...
How to Succeed at Sales
There are three rules I’ve found helpful for selling: Sell to people with money, preferably lots of it. Find something expensive they want to buy Sell it to them Simple right? As simple as these rules are you find...
Cooking and Sales – the power of Mise en Place
Unless you are a trained cook, the odds are you haven’t heard the phrase “Mise en Place” before. Mise en place is a French term meaning “to put something in its place” or “everything in its place”. In a...
Most salespeople don’t
Most salespeople don’t do what it takes to be truly successful at sales. Most salespeople don’t plan their day. Most salespeople don’t maximize their time. Most salespeople don’t put in the extra effort needed to: Really know their products....
Handling Sales Objections with the “Feel, Felt, Found” method
The “feel, felt, found” method of handling sales objections is a (very) basic sales technique that has been around a long time. It’s simple to use, effective and is definitely a technique everyone should have in their sales toolbox....
Selling Cross Culturally
I was recently interviewed by Sales Training expert Scott Bell on how sales differs around the world. See my answer in the video below.
Twenty Customers a Day
One of the first sales book’s I ever read was Tom Hopkins “How to Master the Art of Selling”. It was in this book that I first ran across the concept that being successful at selling only required one...
The importance of relationships in selling
I used to sell calibration equipment and was involved with a sale to Boeing. Argubly, the company I represented had the technologically better solution, at least in my opinion. My competition, with older yet tried and proven equipment, was...