There are more books, lining more shelves, sitting in more bookstores, located in more cities, than we could ever care to count, let alone read. All promising the, “hidden secrets” to all things sales.
Closing, opening, countering, negotiating, calling, networking, presenting… the list goes on. And all these hidden secrets are put to paper in order to get someone (anyone), to give a sales person money.
Ironically, these sales-people-turned-authors have succeeded at one thing, selling a sales person yet another book.
This is . . .
Continue reading “Why A, Go-Giver Sells More”
Billy Mays passed this week and it’s not just sad, but perhaps the end of an era. Mays said, “I was the last guy trained on the Atlantic City Boardwalk.” This post isn’t so much about the passing of Mr. Mays, who was a pro of his craft and will be missed, but more about the changing of the guard, from “pitch” selling to consultive assistance.
As I’ve trained sales teams in the US, I’ve taught the different styles and approaches that . . .
Continue reading “Did the Era of the Pitch Pass with Billy Mays?”
There are websites, seminars and books on CD that will help you with the dreaded cold call, but… can we get around doing them altogether.
Maybe yes, maybe no. This may not be the case for all of you, but here is a method I teach that has allowed my clients to move away from an invasive call, to a call that is not only better received, but often times happily answered.
Disclaimer: You will need to wrap your marketing / sales . . .
Continue reading “Cold Calling – The Salespersons Thorn (Part 2)”
We hate interrupting people, we hate the rejection and we hate the five seconds before the unsuspecting target answers the phone. We HATE cold calling! Now, most marketing over the past forty years has been about interrupting an audience; commercials, ad campaigns, mailers and the all hated telemarketing. But there is something about the cold call that is hated, by both parties.
Continue reading “Cold Calling – The Salespersons Thorn (Part 1)”
I have had the pleasure of meeting a lot of different people over the years. Some I remember vividly, some are not so distinct.
There are common traits that you grow to expect when you meet someone and express interest in them. The handshake, the nod, the occasional wink or hand gesture to make a point.
You can also tell a lot by people when you step back and watch them talk. Whether they are talking about themselves, their business, or any . . .
Continue reading ““Buttuums and Mmkays?””
