Category Archives: Uncategorized

The Sales Attitude – Part 2

This is a follow up to the video from a gew days ago. I guess we all know attitude has an impact on your sales results. I have a habit that when I close a big order I immediately go after any other business close to the end of the pipeline. As the saying goes…

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The Sales Attitude – Part 1

Attitude has a big effect on sales results. Zig Ziglar said many years ago “Your attitude determines your altitude” True words. But what attitudes ? Take a look at the video below from Gavin Ingham,  a well know motivational speaker and sales trainer from the UK, who goes into the attitudes of successful sales people.

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Sales Coaching – Words that Sell

As a sales coach I would like to ask the question, “Are there words that increase the possibility of you making a sale ?” Given that Kipling said, “Words are the most powerful drug used by mankind” it would seem likely that there are special words. Plainly, THE MOST POWERFUL WORD is YOU. You should be looking to use…

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In Sales, Silence is Golden

You may or may not be old enough to remember the song “Silence is Golden” When you are selling one of the hardest things to do is “shut up”. We have been told as salespeople that asking questions is the thing to do, and it is. Then you have to listen for the answer. And…

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I Thought We had a Deal

Have you ever had a really good sales meeting and left the call, gone back to your office to write the proposal or write the confirming letter/email only to have the prospect come back with no order. I am sure it has happened to all of us sales people at some time. What went wrong…

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Let Your Buying Habits be Your Sales Coach

You do not always have to hire a sales coach or get coaching from your sales manager. After all we all buy things, right ? Next time you go out to purchase something and engage with a salesperson notice the things you are wanting. Is the sales person giving them to you ? If they…

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When a Customer is Stalling

It is not uncommon for a customer to stall placing an order. There can be all sorts of reasons; like the fact they really don’t like what you are offering, they don’t have the authority to place the order and maybe have been “big noting” themself, they want time to comapre your offer to others…

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Sales Coach says Never Give Up

As a sales coach I’m sure you are familiar with the concept of resilience, you know never give up. I’m sure you have all seen that classic cartoon of the frog in the mouth of the bird with the frog’s hands firmly clenched around the bird’s neck so it cannot swallow. The caption below being,…

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Tell Me More

“Tell me More”, I’d bet you’d like to hear your prospects utter that phrase more often. I’d bet you’d like them to be hanging off your every word. Which is better : An Elevator speech A Uniques Selling Proposition A Value Proposition ? Well know sales author Jill Konrath has her say on this point…

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Why Should Prospects be Interested in What You Say

The old adage was AIDA which stood for Attention Interest Desire Action (sometimes Close) The second point there is Interest. And how do you gain the interest of your prospect ? I ran across this old post from S Anthony Iannarino where he writes about being interesting and what it takes to get your prospect’s…

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