December 2011
2 posts
How to Handle the Fear of Cold Calling →
Are you sales driven? Do you have a natural fear of cold calling? Are you looking for tips on what to avoid when cold calling? This article will give you information on how to handle…
Guest post: The Power of Gratitude by Bob Terson →
Today I am honored to have Robert Terson as a guest blogger on my blog. Here is his blog post:
Epictetus (55 AD-135 AD) said, “He is a wise man who does not grieve for the things which he…
November 2011
4 posts
Cold Calling Techniques →
Clammy hands? Blank mind? Have you become an expert at creative avoidance? No one actually looks forward to cold calling, yet it’s a necessity for successful selling.
Happily, there are…
Cold Calling Works! →
Being a salesperson requires ongoing customer and client communication. The biggest fear most salespeople have is being rejected, by the caller on the other end of the telephone. Cold…
Vote for me! →
Great news! I’ve been nominated as one of the Most Influential People in Sales Lead Management in 2011 by Sales Lead Management Association.
Voting is open until November 30; please vote…
The Wisdom Of Dirty Harry By Harvey Mackay →
Today I am honored to have Harvey Mackay as a guest blogger on my blog. Here is his article:
I’m always amazed when I ask someone who their customers are and they say “everyone.” You can’t log on…
Guest Post: Top 10 Sales Techniques →
If a business cannot sell its product then it will flat on its face in next to no time. Ideas, marketing, and advertising all have their place, but they all take a back-seat when it comes to…
October 2011
6 posts
The Science and Art of Selling →
“All needs are easy to understand once they are discovered; the point is to...”
– Alen Majer - book “Trigger Events” (2007.)
Fact-Finding is your mission
How to sell to your prospects today? Start with the fact-finding.
Don’t be afraid to ask questions that will help you understand your customer’s situation. Don’t be afraid of what objections your prospect might bring up. You will actually make your sale much easier with the good fact-finding. You want to uncover your prospects needs and wants even if they don’t realize he or she has them at this...
September 2011
3 posts
Going Back To Basics – 10 Things To Do →
Going back to basics and having focus on what made you successful in the start of your career (learning, learning, and learning) becomes vital in selling in these difficult days for the…
Sales Tip #70: help the customers achieve their... →
Always take the customer’s point of view. More importantly – always work to help the customers achieve their goals.
Try to demonstrate a willingness to support your customers in growing their…
4 tags
If you live by price – you will die by price
If your prospect does not see the value in your product or service, and if the only difference between you and the competitors is in pricing, you didn’t do a good job as a sales person.
The main description of your position inside the company is to create the value, not just to show your price list. Teaching and educating customers is no longer enough, giving them information about your ...
Crash Course: 3 Reasons Why You Lose a Sale And... →
Download our free Crash Course
We’ve all heard the saying “you win some; you lose some”. And it’s true. But as a successful salesperson you’re not interested in…
Daily Sales Tip #122 →
If you never failed, you have never lived! Stop being afraid of failure in selling and start contacting new prospects, asking better qualifying questions and asking customers for the order.…
Audio Book: Trigger Events →
You’ve probably heard of my book, “Trigger Events - How to Find Your NEXT Customer.” It’s the book that helps sales people easily differentiate prospects from suspects, gives them…
Daily Sales Tip #56 →
Sales tip #56:
You are not born knowing how to walk. But you had to, one step at a time, to make the first step. After each attempt and all of your hard work, each step turned into a…
Video: Daily Sales Tip #21 →
Today I am sharing with you my Daily Sales Tip #21 titled: “Find companies that have immediate wants and needs.”
Subscribe to my daily sales tips and you will…
Imagine Getting People To Buy – Unconsciously! by... →
Today I am honored to have a special guest on my blog, his name is Jim Fortin and he is the author of “The Owner’s Manual No One Gave You!”
Jim is a certified Master Practitioner of…
Daily Sales Tip #155 →
Sales tip #155:
Sizing up your prospect is part of the skills that you will acquire in selling. While you’ve carried out your due diligence about your prospect’s business before meeting up with…
Video: Daily Sales Tip #01 →
Nothing happens until someone sells something.
Every company, big or small, depends for their success upon the ability of those who are hired to sell their products or services. Stop talking…
The Secrets of Prospecting →
Three main keys of every sale are:
Researching and qualifying your customers
Being in front of them
Being there when they are ready to buy
To start the sales process you need to find out who…
Become an Expert at Handling Price Objections →
The best way to handle any objection is to anticipate it and, if possible, make sure that it never intrudes into the sales discussion. Once a thought has been expressed by a prospect it becomes…
August 2009
7 posts
Why is a 90% failure rate ok? by Sharon Drew... →
Today I have a special guest on my blog, her name is Sharon Drew Morgen and she is the author of the NY Times Business Bestseller “Selling with Integrity” as well as 5 other books and hundreds of…
What are the top 5 sales blogs? →
If you want to know what are the top sales blogs to boost your sales skills, here is the list according to Construction Management. Guess who’s in 5th place!
1. Heavy Hitter Sales Blog - If…
What to do when the heart buys and the mind... →
Having discovered the need to identify objections and deal with them appropriately, it is also important to keep in mind that objections should not be handled aggressively. Because there are many…
How to identify objections and other obstacles →
When it comes to selling, what, exactly, is an objection? If we can truly understand what we’re dealing with when a potential client makes an objection, then it will be easier to handle and use to…
The Sales Process by Marshall W. Northcott →
Today I have a guest on my blog, his name is Marshall W. Northcott and he is a master in the field of sales training, coaching and consulting, with over 20 successful years of practical work…
Last step - closing the sale →
In the presentation you lead your prospect step by step through the successive stages of conviction to the point of desire. Right there is where the order is yours for the taking. But to get it…
Best Motivation Video Ever →
Last week a good friend of mine sent me the link to the “Best Motivation Video Ever”, and I hope it will inspire you like it inspired me to continue chasing my dreams, goals and aspirations.
If…
July 2009
2 posts
The successful approach →
The successful approach is simply an advance agent of the appeal, the talking points of what you have to sell.
Instead of jumping right in and talking the points of your product before you’ve won…
Why classroom sales seminars? →
“Tell me and I forget. Show me and I remember. Let me do and I understand.” - Confucius (551 – 479 BC)
Research clearly illustrates that most people learn best by doing; by being in an environment…
June 2009
6 posts
If you live by price - you will die by price →
If your prospect does not see the value in your product or service, and if the only difference between you and the competitors is in pricing, you didn’t do a good job as a sales person. The main…
What are Sales Objections? →
Certain objections exist to every proposition in the world. What would a soccer, football or basketball game be like without the blocking of shots? And what your proposition is determines what the…
New free e-book - Summer 2009! →
Top Sales Experts have released new e-book (Volume Six - Summer 2009) with articles by over 50 top sales trainers, including yours truly.
Download your free copy of the latest TSE E-book here…
Are You an Order Taker or an Order Maker? →
Consider the following letter by an active head of one of the largest software company in America:
“Results are the only things that count. We are perfectly willing to pay a salesperson $100,000 a…
Another nomination for the top sales article! →
I am proud to share with you that my article “Differentiate Prospects from Suspects” has been selected as one of the top ten sales articles for June! Top 10 Sales Articles website spotlight only the…
Upcoming interviews, completed interviews, podcast... →
1. Upcoming interview - mark your calendar for June 3rd at 2 PM EST! Join me and Deidre on Deidre’s Author Buzz and learn what are trigger events, where to find them and learn how to use them, and I…
May 2009
5 posts
Differentiate Prospects from Suspects →
If you want to be a successful sales person and to close the deal, very important part is to be in front of your customers at the exact time when they are on the market for goods or services. You can…
“Trigger Events” e-book prize draw! →
Subscribe to my daily sales tips between May 23-31 to win one of 5 copies of my e-book “Trigger Events”!
(as a valued subscriber you will receive a different e-book every 30 days completely free!)…
10 rules for employees →
Recently I visited with Mike, one of my previous customers, who gave me an interesting list of 10 rules for employees. Every new employee who enters his plant has the first step to a partnership in…
How to present successfully - 2nd part →
In my previous article about presenting, I was talking how we can’t all be at our best every day or every hour.
But if you get your best possible presentation down on paper and then firmly entrench…
Vote for my article! →
My article “Nobody Likes To Be Sold” has been selected as one of the top ten sales articles of the month by Top 10 Sales Articles website.
You have the chance to vote for your favorite article –…
April 2009
9 posts
21 Ideas for a Successful Career in Sales →
During my workshops and seminars I am regularly being asked for my opinion on what is needed to be successful in sales. Here it is - a short list of things that every salesperson needs to do…
Did you know? →
This is one of those videos, that makes you think. Years it took to reach a market audience of 50 million: Radio - 38 years
TV - 13 years
Internet - 4 years
iPod - 3 years
Facebook - 2 years It is…
How to present successfully →
In your approach you have won the prospect’s interest. You have put them in the mental position where they are ready to purchase if you prove up your claims. And you can prove up these claims because…
Nobody likes to be sold →
Practically every sale made to a new buyer may be properly classified as easy, difficult, or impossible. You’ll readily agree to that. But will you agree to this? Sales are not easy, difficult, or…
Selling personality - getting the full value for... →
A person’s largest commercial reward in the world is receiving their full value for their services. Some receive less than they are worth, but what we hope for is that we receive our just and earned…