Developing the Human Sales Factor is the New Alchemy in the 21st Century In the past, alchemists were obsessed with transforming common elements, like lead, into something more valuable, like gold. Today, we may not have realized their ambitious goals, but we have achieved a level of success in transforming simple, common elements into items …
The Human Sales Factor – The One Chief Factor in All Situational Sales Read More »
Increase Sales Performance Metrics by Appealing to What the Buyer Wants Do you turn your selling game on and off like a light switch? Or do you use it outside the office, too? Guess what? You’re not alone. We all sell. Every one of us. Sometimes it’s our product or service. Sometimes it’s ourselves.
Set a Slow and Steady Cadence to Increase Sales Performance Metrics Anyone who knows me well, knows that one of my guilty pleasures in life is buying watches. For me, a watch signifies so many things—time, commitment, longevity, patience, perseverance. Time is what we struggle to keep with those we love, and is what we …
Resolve Objections With Points of Agreement to Increase Sales Performance If you look at any negotiation process, there’s a lot of wording out there about battling an objection. Now I’ve watched a lot of high-level negotiators in my life. But I’ve never seen high-level lawyers or high-performing salespeople battle.
Sales Wisdom I’ve Discovered in my Career Throughout my time in sales, I’ve researched numerous complex theories, process descriptions, tactics, and strategies. In addition to these, I have also come across a number of quips from sales gurus who try to encapsulate sales success in a simple phrase that can be easily understood, even by …
3 Quick and Easy Steps to Achieving Sales Success Read More »
Matching Your Sales Process to Your Buyer’s Buying Process Think about the steps in your buying process when you buy something—a pair of sneakers, for instance. Something in your world gets your attention and you come to the conclusion: I need a new pair of sneakers. You start to go out and look, try a …
When thinking about Black Friday, your mind probably wanders to long retail lines and slashed prices on consumer goods and services. Not Business to Business sales. But there is a lot we can learn in professional sales from watching the trends we see with consumers and the way retailers are adapting.
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