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4 Sales Tips to Sell More and Build Better Relationships through Better Eye Contact
Apr 11,2013 0 comments In the world of selling, eye contact is extremely important when both making a first impression and building credibility. In addition to some of the obvious aspects of eye contact, there are also some subtleties involved. So how do you make sure you're making the most of your eye contact? [click to read more] |
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How to Communicate and Build Rapport
Mar 28,2013 2 comments I don’t know what’s wrong with inside sales reps today, but they seem to lack the basic communication skills needed to connect with people when prospecting over the phone. Maybe it’s because the younger people in the work force are brought up communicating in a different way... [click to read more] |
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Do You Sell to Human Beings?
Mar 14,2013 1 comments Selling is both “art and science.” The science is the process. And the world’s most successful sales organizations all have a consistent and disciplined sales process that is aligned with how their customers buy. But the science without the art is like the Oreo cookie without the filling. It lacks the critical ingredient that makes it work... [click to read more] |
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3 Rules for Successful Up Sells
Feb 27,2013 0 comments If your product or service allows you the chance to up sell your customer at the point of sale (and seriously, what product or service doesn’t?), then you instantly double and even triple your income if you know how to properly suggest and get your prospects and customers to buy more. [click to read more]
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Price Shopping… When It Serves and When It Sabotages
Feb 19,2013 0 comments When I tell salespeople that there is a relationship between how they sell and how they buy, I always brace for an argument. Most people think they can successfully separate who they are as a consumer from who they are in a sales role, but it rarely works that way. [click to read more]
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All Conversations Are Voluntary
Jan 31,2013 0 comments All conversations are voluntary. We sometimes forget that fact. When we make an appointment to talk to a customer, we tend to rely on that fact and assume that the person will be interested in talking to us. But your customer likely did not intend to sit through a monologue. You want to have a sales conversation — which means that both of you talk and both of you listen. [click to read more]
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Principle-Based Marketing and Sales
Jan 17,2013 2 comments Principle-based marketing and sales is an attitude, a way of finding the way to meet the needs of the customer. A customer has to feel you have their best interest at heart, before they will open their cash drawer. It is easy to focus on the deal, and forget that repeat sales are about honor, trust, and reputation. [click to read more]
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How to Achieve Results and Stop the Zombie Apocalypse
Jan 09,2013 5 comments In the past two weeks I’ve spoken with people throughout many organizations including health care, technology, waste management, and human service and have heard variations on these themes: “I’ve quit caring”, “I’ve just stopped trying”. Odds are, at one time or another you’ve even uttered one of these expressions of frustration, surrender, or despair. And it’s got to stop. [click to read more]
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Choosing Customers or Money
Dec 12,2012 0 comments When an entrepreneur makes a sales call to a potential investor, what results can be either the beginning of a company or sometimes the end of one. The goal for the meeting is to persuade the investor that an investment in the entrepreneur's company is worth the risk. With the amount of money at stake and the meeting's intended purpose, a successful entrepreneur has to sell with a focus and vision that gets results. [click to read more]
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6 Ways to Thank Your Clients
Nov 29,2012 2 comments It’s that time of year again when we start thinking about how thankful we are for all the good things and good people in our lives. Many companies like to give gifts during the holidays to show their appreciation. And believe it or not, this is a tradition I have avoided. I am as thankful as the next person but I am going to tell you why I think giving gifts during the holiday season is a bad idea. [click to read more]
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Keys to Getting Buyers to Buy
Nov 01,2012 2 comments My son David Himmelstein is a Sales Trainer. He and I had a long discussion about what motivates people and companies to buy. We know it is a tough market out there, and business owners are taking longer than ever to make a purchasing decision. We know we have to focus on their needs and not what we want to sell, but sometimes that is difficult to figure. [click to read more]
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How to Maintain your Customer’s Interest
Oct 05,2012 3 comments “Now, I want to talk to you about my other product…” This is how most reps transition from a discussion about one product to the next. What a lost opportunity! If they just used some transitional phrases the conversation would sound more natural, would flow better, and they would get a chance to reinforce a marketing message or salient point about their product. [click to read more]
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Sales Superstar Or Sales Stalker?
Sep 21,2012 4 comments It’s 10:28pm and I have, just two minutes ago, avoided a sales call from a health care sales person. 10:28pm! On Thursday afternoon I flew out to Spain for a few days arriving late evening. I flew back late last night arriving about midnight. After 4 days eating tapas and relaxing today was a busy day catching up on emails, making sales calls and sorting out my latest sales training book… of which more another day! [click to read more]
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Do Manners Still Matter?
Sep 08,2012 4 comments This morning I was on my way down to London on the train and I had the “pleasure” of travelling in rush hour into Central Leeds. It’s been a while since I have travelled in rush hour (something I try and avoid when attending motivational talks where possible!) and like many activities it was good for a bit of people watching! The train was already full when it pulled into my home town station with many people standing and commuters crowded into the seats. [click to read more]
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Why Do You Use an Umbrella? The Best Sales Questions Dig Beyond the Obvious
Sep 01,2012 9 comments Why do people use umbrellas? It’s not a trick question. But before you answer it, substitute your own product or service for the word “umbrellas." [click to read more]
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The Executive’s Guide to Dominating Your Competitor’s Strategy
Aug 18,2012 1 comments If you want to dominate your industry you have to be able to dominate the conversation going on in your industry. You have to be able to steer the conversation in a way that benefits what you are trying to do. [click to read more]
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The Biggest Myth in Sales
Jul 31,2012 2 comments
Did you hear the one about great salespeople being great talkers? They have the gift of gab and they dazzle their customers into buying anything. Some salespeople even believe it. It's the biggest myth in sales. Here's how it got started and why it is a myth.
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Not Making Enough Profit? This Could Be Why
Jul 21,2012 2 comments I spend a lot of time talking about the problems of discounting your price. There is another problem — possibly an even bigger problem — causing you to lose money. [click to read more]
It’s pride. If you want to be a salesperson who not only commands higher profits, but also has more satisfied customers, you have to become aware of what you do not know. Of what you do not know? What do I mean by this? |
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Is knowing what your customer believes top on your list?
Jul 09,2012 1 comments Beliefs drive behavior; this is has been proven true time and time again and I believe it is one of the great laws of the universe. So it makes sense if you are in sales it is probably pretty important to learn what your customer believes. Yet I will be willing to bet that learning your customer’s beliefs is not at the top of most sales rep’s priority lists. Maybe it should be. [click to read more]
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The 5 Best Questions to Ask During Any Sales Call
Jun 23,2012 5 comments Asking great questions should be a part of every sales call. But, there may be a difference between the questions you are asking and great questions. Great questions solicit candid, thoughtful feedback, which leads you closer to making a sale. Based on fifteen years of sales experience and countless hours of training and courses on the topic, here are what I believe to be the five best questions that you can ask while in front of a prospect… [click to read more]
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May 13,2011
January 05,2012
April 11,2013 by Jim Anderson
December 09,2011
July 29,2011
August 30,2012 by OnlineCollege
September 03,2012 by Jim Anderson
John Von Achen has become a legend when it comes to helping individuals and organizations achieve their maximum performance More »
David Steel For nearly two decades, marketing visionary David Steel has taught companies how to engage customers and prospects to drive sales More »
Dan Waldschmidt is an international business strategist, speaker, author, and extreme athlete. More »
Jason Forrest one of Training magazine's Top Young Trainers of 2012, Jason Forrest is an expert at creating high-performance sales cultures through complete training programs. More »
Lien Brusselmans Lien now is working as Marketing Manager at Engagor, an online tool for social media monitoring, analytics and engagement More »
Michael Goldberg has helped thousands of sales producers generate hundreds of thousands of dollars to their bottom line. More »
Bill Lee is author of The Hidden Wealth of Customers (Harvard Business Review Press, 2012) More »
