Category Archives : Sales


The sales process, deconstructed 2

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There’s an old adage in the newspaper industry that the job of the headline is to get readers to look at the first sentence of the article. The first sentence gets readers to the second sentence and the second sentence gets them to read the rest of the story. It’s reductionist and a bit joking […]


Ladder of Engagement

Does the Sales Funnel Still Apply Online? 2

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Traditional businesses often refer to sales funnels, the process by which people become customers or repeat customers. No one starts out buying your product. Instead, they start as random people; you need to move them through the sales funnel. Start by making them aware of your company, then get them interested in what you are […]


Review: Become a Rainmaker in Sales 1

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In the sea of books available on the topic of sales, finding a starting point for diving into the discipline of sales can be tough.  I’ve ready many books on sales technique, methodology, and style as well as numerous books not tied directly to sales but key to understanding the art of sales through creating […]


10 Tips for Sales Success in 2011 2

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Are you giving yourself a chance to be successful?
Whoa there Sport. Don’t answer so fast. I happen to know that in general, sales people, business owners, and most people in general don’t actually give themselves an honest chance to be successful – many rely on dumb luck, charm, a “get it done” attitude, […]


Flourish or Fail by The Halo Sale 5

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In the sale of every product and service, there lies within it, the halo sale. The halo sale is an extension of the “Halo Effect” which says we have a flawed bias to be influenced by our perception of a trait and apply that bias to the perception of other traits. Wikipedia shows […]


10 Points From A Sales Professional 9

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We are the collection of our experience, perception, and actions. I’d like to think we are all open minded and interested in learning. Post Thanksgiving, I decided to dial in on a few things that resonate with me and define me in some intangible ways. Take this as an open work-in-progress on […]


The Perfect Response to Objections 12

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To anyone who has ever read the book The Go-Giver (Burg & Mann) they know there is a section where Debra Davenport, Realtor newbie turned superstar is talking about her first year of real estate sales and all the sales training she received. In the book, Debra has a riff and names a closing […]


Are You Mud in the Social Media Waters? 4

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Social networks often claim to have altruistic motives (e.g., Facebook’s more connected world)  or they claim not to be social networks at all (as in the case of twitter).  These claims at best lead to a convenient ambiguity and in any case highlight an obligation for anyone practicing social media.
I say this as someone who believes […]


The Untold Truth About Great Sales People. 2

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It’s possible that everything you have learned about sales is worthless. This is especially true if you think sales is only about: Rapport Building, Closing Techniques, and Objection Handling.
The best sales people consistently do three things:

Display confidence.
Exude passion.
Clearly show performance.

That’s it. Everything else is selling skill, but NOT the answer to […]