An Open Ear- The Art of Listening
HueberFX1 there is a huge shift in selling away from “telling”. people approach sales like a class in a subject that they don’t care about. they sit their politely waiting for…
May 2016
Service Sales
Reading through the last chapter of Pink, he mentions “service” in sales. this is an incredibly interesting topic when compared to traditional sales roles. the traditional sales person is seen…
Fear of People – Early Lessons
Growing up I was a really nervous kid who was very reluctant to in social situations. I hated introducing myself and speaking in public. thankfully my father knew the importance…
How to ask the question Why?
Adam Lowe “Why?” may be the most common interrogative in modern speech. From the day they learn to speak, children are asking “why?” In the hands of a wary sales person, asking…
The Reverse Psychology of a Negative Reverse
Often in sales, people are sure never to speak in a way that could possibly dissuade a potential customer from making a purchase. They try to paint the most attractive…
Down but Not Out
Sales people face rejection and perhaps more than any other worker in a business. The very nature of their job requires that they approach people in hopes of convincing them…
Taking No For An Answer
Yoheytj1 Growing up I was always told, “never take no for an answer.” It seemed like wonderful, plucky, tenacious advise… and it was. But in a sales environment you only have…
How Vegetables and Personal Discovery Both Relate to Sales
I have a story. When I was very young my mother always told me to eat my vegetables, that they were supposedly good for me. I usually fed them to…
Never Use the Hard Sell
We all know about the famous Jehovah’s Witness door to door evangelism. With their prerecorded responses and famous ready to go selling points, but there’s a problem. Nobody likes it…
Let’s Play Pretend
Let’s play pretend for a moment. Say for the sake of the conversation that you are speaking with a potential client and she is being vague, but is still trying…