If you want to increase your sales, it helps to understand why people buy things. The more you know about a prospect’s motivation, the more effectively you can position your product or service. Be aware that I’m not …
Are All Salespeople Scumbags?
I’ve been cringing every time I’ve seen an ad for the upcoming film The Goods. If the commercials are any indication, the movie promises to reinforce every negative stereotype the world already has about salespeople being …
Nine Words You Should Never Use with Customers
Words have power. And while many words have the power to help you make the sale, some words have the power to sabotage it. If you want to increase your sales, here are nine words you should avoid using with prospects and …
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Selling Christmas in August
Santa Claus is coming to town. About five months early. Harrods, the legendary department store in London, has already unveiled it’s Christmas display, hoping to stimulate shoppers’ Christmas purchases. And many other …
Selling Ethically and Honestly
Listen to my interview with Roger Cridlebaugh on Experts Unplugged. In this 30-minute segment, you’ll hear: • The right way and the wrong way to sell • How to figure out who your best prospects are • The importance of …
Kung Fu, Control and Your Sales
In the animated film Kung Fu Panda, the wizened Master Oogway advises his disciple, Shifu, to give up the illusion of control, a concept Shifu has trouble accepting. It’s a concept many salespeople have trouble accepting …
