• Mar 01
    2018
    We have all heard the phrase, “It’s not what you say, but how you say it.” However, at least in many cases, this just is not true. There are actually words and phrases that can doom your chance of making a sale. These are just a few examples of words that will cause your sale conversion rates to plummet: “Discount” – While every customer wants to save money, dropping this ...
  • Feb 15
    2018
    Salespeople are obviously always looking for ways to make the sale and climb the ladder of sales success. However, they often forget some of the most basic, simplistic selling techniques and tips that can help them easily wow their future clients. In fact, these tips are so simple that it is very common for them to be overlooked. If you want to make more sales and keep your customers longer, ...
  • Feb 08
    2018
    As we're settling into the new year, it means companies are adjusting for new budgets, which also means new opportunities to propose your services and products. You may find yourself offering a proposal in one of two situations: 1) You send an unsolicited proposal to persuade the reader he or she needs your product or service; or 2) The reader is aware of a need, but you must persuade him ...
  • Jan 24
    2018
    When you close a sales call, either in person or on the phone, make sure you recap exactly who is doing what, by when, and with whom. This ensures you don’t miss anything and also reminds the customer how well you were listening. Remind them of what you’ll do: “As soon as I hang up I’ll ___________ and that will get things started. Then I’ll talk to__________as we discussed and ...
  • Aug 29
    2017
    I believe there are four skills that are critical for effective performance in B2B sales. Don’t make the mistake of thinking these are steps. You may exercise one more than the others at different stages of the sales process, but in most of the stages, you employ all of them at once. Preparing. Preparing includes product knowledge, but it goes well beyond that. In the age of the world-wide web ...
  • Aug 09
    2017
    In 2002, the California Coastal Records Project hosted thousands of aerial photographs of the California coastline. One of those photos included a view of the home of Barbra Streisand. Streisand sued to have the photo taken down. Before her lawsuit, the photo had been downloaded a total of six times, two of those by Streisand’s lawyers. The lawsuit, however, drew public attention to the existence of the image, and 420,000 ...
  • Jul 05
    2017
    Most of us divide our work time between concentrative work, which lends itself well to a home office setting, and collaborative work, which lends itself well to a workplace setting. Employers are increasingly taking advantage of this and other benefits of remote work, so off-site workers are appearing in almost all fields and specialties, even sales. Remote sales teams are taking their place in the national workflow, and this is ...
  • Jun 12
    2017
    Bear with me while I present to you an argument for improving the living conditions of women in 19th century Paris. I promise it’s relevant to our ongoing discussion of business communication. In 19th century Paris, 52% of women lived in tenement housing in the center of the city, 20% lived in the households where they worked as servants, 25% lived with family or friends, and 3% lived on the ...