The idea of saying No and the success of saying No in one's personal and professional life is something that has been written about, is well-known, and is just a healthy practice in one's life. If you always say yes, you will create undue pressure on yourself and those around you. No allows you to... Continue Reading →
Preparation over Price
As a sales person and someone who has managed a sales team, I always get frustrated when I hear the words, “You need to cut your price. Your competitor is lower than you.” The first thing you should always do as a sincere salesperson is make sure your intentions and expectations are clearly articulated to... Continue Reading →
Goals: Who Needs Them?
Goals, Quotas, Targets, and Projections are all words that live in a salesperson's head. They motivate, intimidate, provide structure, guidance, and measure a salesperson. Are these goals worthwhile? Are they useful? Do they lead to success? The results are anecdotal, and different factors motivate people differently. Some folks will thrive with the carrot and stick... Continue Reading →
Swallow Your Frog
A Mark Twain quote says, "If it's your job to eat a frog, it's best to do it first thing in the morning. And if it's your job to eat two frogs, it's best to eat the biggest one first." There is a popular book titled Eat that Frog! 21 great Ways to Stop Procrastinating and... Continue Reading →
Sales Person Dilemma
Tired of feeling the pressure of being caught between what a customer wants and what the company needs. Welcome the salesperson dilemma. One of the most complex parts of being a salesperson is that we are trained to see both sides n any given transaction. We have to be sympathetic to the customer and understand... Continue Reading →
Sell Me This Pen; Why?
In the movie, The Wolf of Wall Street, the story is based on the life of a penny stock broker, Jordan Belfort. He uses the phrase Sell Me this Pen. It is the premise that you should be able to be so creative and unique in your approach that you could get someone to buy... Continue Reading →
Don’t Manipulate; be a Listening Space
That guy can sell ice to an Eskimo. You could sell bubble gum to someone with a lockjaw. I used to take pride when someone told me these analogies, and I loved it. My ego loved it. Over time, what I have realized is that these aren't compliments. They signal a disingenuous sales approach.
Sincere Sales 