Now get the Charles Sledge classic series Sales 101 on Amazon. Only 4.99 for kindle. When it comes to making money and success in business there is no skill that even comes close to the importance that sales has. Regardless… Continue Reading
In sales just like in life there are certain immutable, unbreakable laws. Laws that cannot be changes. Laws that if followed will bring you success and if gone against will simply hurt you. Go against these laws and you will… Continue Reading
The one who controls the sales process is the one asking the questions or put more accurately the one who is getting answers to the questions asked is the one who controls the sales process. Selling is all about identifying… Continue Reading
This is a technique that as far as I know was pioneered by Jeffrey Gitomer and he writes about it in his great book The Sales Bible, which is a must read for all salesmen (and we’re all salesmen). Asking… Continue Reading
Closing is the most important skill in closing. Don’t get me wrong prospecting, the actually sale process, and everything else are important and play their part but the close is the only time that all you work counts for anything.… Continue Reading
Causing good feelings in others is a key to making them buy from you. A person would rather purchase from someone that makes them smile and feel good about themselves than from someone who has a better price. When you… Continue Reading
There is a rule in selling that if violated will result in you losing more sales and turning over more prospects than anything else (other than not knowing how to close, but that’s a topic for another time). Most salespeople… Continue Reading
It’s not about price. I know that’s what your customers keep telling you and it’s every salesperson’s biggest objection but believe me. It’s not about the price. However this is every person’s default objection and something that every salesman falls… Continue Reading
People are selfish. If you want to move product and have a successful career in sales and/or marketing of any time you have to understand this basic human trait. They don’t give a damn about your product or you. You… Continue Reading
Except for a very small percentage of technically minded men no one gives two shits what your product is. It has the newest motor, fastest processor, was made by two hundred year old monks living on the moon. No one… Continue Reading