Are You Giving a Sales Talk or a Sales Conversation?
Oh gosh, for YEARS I fell into the trap of giving a memorized sales pitch to every customer. As a result, my sales presentation was non-engaging, I did not find the pain point of my customer and I had a low closing percentage. Once I stopped giving a sales talk and started having a sales […]
How Many Streams of Income Does Your Job Offer?
Most salespeople rely on one source of income – their commissions. I encourage you to seek out sales opportunities that offer multiple streams of income: commissions bonuses residual income stock options team/management pay etc…
Are You Creating a Buying Environment or Selling Environment?
People love to buy, but they hate to be sold. The majority of salespeople sell, sell, sell instead of creating a buying environment. Are you showing the product that YOU want to sell – not necessarily what the customer needs? Are you asking detailed questions to diagnose your customer’s pain points? Are you giving a […]
How to Master Referrals and Double Your Sales
Ahhhh, referrals. The golden ticket of sales. Wouldn’t it be awesome if 100% of your sales were referral-based? Abso-freaking-lutely! So why do referrals continue to be a low percentage of the average salesperson’s business? After coaching thousands of salespeople over the past 25 years, as well as working thousands of referrals in my own business, […]
5 Reasons Everyone Hates Salespeople
Are you in sales? Are you sometimes embarrassed to say I’m in sales because you know some people are thinking Yuck, this gal must be a sleazeball if she is in sales? I have been in sales over 25 years and I definitely know why salespeople have a bad reputation. Many salespeople are downright hated. […]
10 Reasons You Are Getting Too Many ‘No’s in Sales
Don’t you hate it when a fabulous prospect says “This looks great, but I need to think about it”. Would like to turn ‘No’ and ‘Maybe’ into a ‘Yes’? Have you given an outstanding presentation to a cool prospect…and they didn’t buy. How frustrating, right? Well, after being in sales for over 25 years, I […]
How To Make More Money Working Fewer Hours
How many hours do you work, really work, each day? Do you talk to your friends or family during working hours? How many personal emails do you send each day? Do you take a lunch break? Do you chat with co-workers? Do you surf the Internet? Do you use Facebook, MySpace or Twitter? Take smoke […]