Regardless of the changes in cultural expectations and realities, today’s requirements to be successful in sales are exactly the same as they’ve always been: listen to the client, hear what they are saying and use what’s been heard to create solutions to their problems for which they are willing to Read more…
My published book ‘Selling in the Real World’ is filled with structures, behaviors,and attitudes that will help you improve your ability to sell. It is not a list of tricks to pull but rather a set of well-proven principles to incorporate into your life. When employed, these principles will help you Read more…
Sales is an art form. We encounter it everyday. Whether we are trying to convince our parents to provide a larger weekly allowance, or someone to be enamored with our attractive qualities, or even a high level sales executive to agree to a twenty-million dollar order, everyone is consciously or Read more…
The competition has never been more difficult to defeat. Each of us has to be extremely prepared by knowing and fully communicating our strengths plus our competition’s shortfalls. Make sure you listen very carefully to your customer’s requirements.
One of the most often ignored step in any process, and sales is no exception, is the review, or recap. While it might seem to be optional and nonessential, done correctly the review can generate more sales, revenue, efficiency, and effectiveness in the future. And review costs nothing but a Read more…
When working as a sales executive, as in all of life, remember that nothing is forever. Anticipate that everything will change. Always have a plan B.