There’s really nothing magic about selling. What they say about what we learn in kindergarten applies to sales as it does in life. Still, I see many salespeople who will consistently lose sales for the simplest of reasons. #1 – Listening skills We can go on and on about this but, here are three of the
[Tweet “Does your customer look at you as being just another of the shaved apes or … are you different?”]The other day I was watching a show on the National Geographic Channel about the Macaque monkeys of Southeast Asia. Apparently there are a gazillion of them and they are very comfortable in, and are drawn
As someone who has more than a few years under his belt, the boundaries of my comfort zone have been pretty well established. Regardless of age, we all have these lines in the sand that most are hesitant to step on let alone to step outside of. The reasons (excuses) can be numerous … “If
I have no idea of why this old phrase popped in my head but, it did. According to Dictionary.com, pitching woo can be defined as … “Court, make love to, flatter, as in They sat on the porch swing, pitching woo, or He’s an excellent salesman, adept at pitching woo. This idiom, which may be
Expectations can be tricky things and particularly when they are not realized. Not only are we dealing with our own expectations (of ourselves and of others), as salespeople we are constantly concerned with managing the expectations of others including, most importantly, those of our clients. If you are in management, you will also be charged
When it Comes to Your Competitors, Take No Prisoners!
My original title for this article was “Destroy All Competitors!”. Every now and then, my nasty side comes out. Nobody ever said sales was “nice”. Nor have they said that it was fair. It’s dog eat dog and my competitor is what stands between this dog and MY bone. I don’t care if he thinks
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