Want the sales masters’ touch? Study them and do what they did

The book titled “America’s Twelve Master Salesmen” was written and published by B.C. Forbes & Sons in 1953. It was based on the fact...

Question: Are your sales historical — or hysterical?

Summer’s over. Back to school. Boy, there are some memories: high school; college; subjects you loved, subjects you hated; teachers you loved, teachers you...

Creating an internal sales mastermind to make more sales

Calls not getting returned? Prospects telling you your price is too high? Prospective customers asking for three bids? Unable to get to the real...

What you listen to can determine your mood and your fate

Everyone has their own time machine. The only question is: how are you using it?The time machine I’m referring to is music — the...

Turn your ideas into action to have a great year

Everyone wants to have a great year, and many start with a flurry.Problem is that many can’t keep up the momentum or maintain the...

The ‘why’ of sales will lead you to be the wise salesperson

I sat in a Jim Rohn seminar one day in 1995 and heard him say, “Formal education will earn you a living. Self-education will...

For the love of sales — and not for the love of money

Do you love sales? Do you love what you do? Do you love your product? Do you love your company? Do you love your...

What makes referrals happen? It’s your actions, not your ask

I’m angry about the (mis)information offered by “experts” about referrals.I’m not angry that the majority of their information is totally off base and bogus;...

‘I can’t find the buyer anymore!’ Here’s why …

Recently, I received the following letter:Jeffrey, I have some sales situations I can’t get past, and maybe you can help. I’m an insurance agent....

Don’t just listen and learn — take action and do

Salespeople already know everything — the problem is they just don’t do it.And sales is not about “knowing” — sales is about “doing.”I was...

Passive, aggressive or assertive? Which one wins?

The answer is “assertive.” It’s the best strategy for engaging, establishing control, proving value, creating a buying atmosphere and forging a relationship.I define assertiveness...

Why hire an athlete? Because they know how to score!

Everyone wants to hire the best person for the job. I do, too.Here’s a concept: Hire an athlete. It may help you as an...

Santa Claus and Google: the same or just a coincidence?

After nearly 60 years of a wavering belief in Santa Claus, I have come to a major AHA! Santa Claus is actually Google. Think...

‘Like me!’ Why should I like you? I have no idea!

If you can remember that far back in Facebook history (2007), it started as a “fan” page. Then one day (way back in 2010),...

5.5 keys to naming your product’s price with confidence

The price of whatever you sell carries with it a discomfort for most salespeople. They’re hesitant to bring up the price because it’s the...

Behind and beyond the sales pitch — timing is everything

As a collector of sports memorabilia, I’m on a bunch of mailing lists. Most of the offers I get are for items I can...

Presentation skills: Are you the ‘toast’ of your meetings?

I’m giving a 10-minute talk at Toastmasters in NYC tomorrow night. Subject? Humor — what it is, how to create it and how to...

I know you love your business, but do your customers?

What’s the “RAP” on you and your business? What do you mean you don’t know? You created it!Just ask Mother Google. She is standing...

The big secrets of enthusiastic emotional engagement

What is engagement? Better stated, how can you engage other people to become interested in you and your product or service?Dale Carnegie (“How to...

Proposing? Be sure you don’t pop the wrong question

You waste tons of time and money on sales proposals, only to be jilted, turned down, left at the altar. Lost love. Lost revenue.Think...

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JULY 26 ISSUE

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