Professional salespeople will take the time to obtain the information they need to match the right product for their customers by conducting fact-finding sessions, and as the name implies, it’s a series of questions asked of prospects. The purpose of these questions is to investigate the needs of the prospect and to get a conversationContinue Reading
A Positive Attitude—The Weapon of Winners
February 1, 2019 by Filed Under: Present Yourself As A Winner
Life is not perfect by any means. If it were, there’d be no challenge to it. We all have our moments of personal joy and tragedy. Whether it’s family, money, or job related issues, we all have our problems, big and small. One thing I never did was to share my personal problems with othersContinue Reading
Going All or Nothing
January 1, 2019 by Filed Under: Going The Extra Mile
There was a time in my career when I needed money so badly that I desperately had to make the commissions on every sale. In the beginning, I lived paycheck to paycheck, and the food put on my table each week, the house payments, and the car payments depended directly on my sales production. ItContinue Reading
Buyer’s Remorse
December 1, 2018 by Filed Under: Integrity, Know the product you are selling
There probably isn’t a person alive who hasn’t had buyer’s remorse at one time or another. I’m sure everyone has had second thoughts after making an impulsive, extravagant, or ridiculous purchase. In our fast-moving society, with today’s high cost of living, we often make snap decisions only to wonder later if we acted too hastily.Continue Reading
Know Where You’re Going
November 1, 2018 by Filed Under: Know Where You're Going
You’d be surprised at the number of people in all walks of life, in all lines of business, who have no idea where they’re going. I don’t mean where they’re going down the street, or to their jobs, or to their homes, or to the beach, or to the ball park, or local pool hallContinue Reading
Fear of Rejection
October 1, 2018 by Filed Under: Learn To Listen More Than Speak
I believe the number one reason a salesperson oversells is his or her fear of rejection. It doesn’t take a genius to recognize when a prospect is sold on the product, and I give the average salesperson credit for knowing that. Sadly, the guy is just too scared to close the sale because he doesn’tContinue Reading
Stay Focused
September 1, 2018 by Filed Under: Be Committed
Keep focused, keep your eye on your goals at all times. Don’t get ahead of yourself. And don’t get big headed about yourself. When you arrive at your place of work, never forget that you haven’t accomplished anything yet. At this point, you’re no different than anyone else until you prove it. There’s only oneContinue Reading
The Spending That More Than Pays its Way
August 1, 2018 by Filed Under: Going The Extra Mile
Gifts, terrariums, you’re thinking, that’s for high rollers. Not true. They are for everybody. Just stop and think of what happens when you hear that a customer is sick and you send a get-well card. What salesman does that? So here comes this card to the guy in the hospital. He’s got nothing to doContinue Reading
Keep in Touch With Your Customers
July 1, 2018 by Filed Under: After the Sale
Even if I never hear from the customer after the sale, I keep in touch. A lot of salespeople take their commissions and then forget about the customer, especially if there are no problems with the car. But, as you might expect, I look at things a lot differently. If I sell someone a car,Continue Reading
The Elevator is out of Order
June 1, 2018 by Filed Under: Do Not Give Up
Life is but a race. And, in selling yourself your main competition is yourself. Sticking to the job of selling yourself, your persistence, is what makes you a winner. If you meet an obstacle or a problem along the way, tackle it; solve it, and then move on to the next. That way problems don’tContinue Reading
