A good sales person is prepared for every call. A good sales person is prepared for anything. Sales is all about sharing information, and you have to have the right information, because being without it is like being blind. It’s like driving a car at night without your lights on. You are doomed to fail.
Sales training is great. It teaches skills and produces immediate results. But, unfortunately sales training only truly changes behavior long-term if there is accountability. The ASTD (American Society for Training & Development) says that only 19% of people who receive one-time sales training see any kind of sustained performance improvement.
The Duke of Wellington close in sales, is named after the first duke of Wellington, who was the English commander in chief who defeated Napoleon in the battle of Waterloo. The Duke was known for being a great leader and a great strategist. He rarely showed emotion in public, he was a man of logic. [...]
Someone walked into my office the other day and tried to sell me a charity subscription. It was one of those donation plans that automatically take money from your account every month. The moment I saw the salesman I got excited. It’s been a while since someone tried to sell me something and I always [...]
In the end, sales is about closing deals. Just like football is about scoring. But just like in football, sales is not just about scoring, you have to have a good strategy and you have to understand you opponent or prospect. But when it comes to scoring, there are some incredibly nifty techniques that help [...]
Retail is different to most other type of sales. In some ways it’s easier because people are actively looking for something and they’re already in the buying mood. All you have to do is wait for people to walk through the door. Some people who work in retail don’t really see it that way. Maybe [...]