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 […]
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 […]
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 […]
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 […]
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:
Clearly show performance.
That’s it. Everything else is selling skill, but NOT the answer to […]
As sales people, there are many things we take for granted as professionals. We spend a lot of time learning, evolving, and revising our approach and we often forget some of the basics because we assume we have them locked in. Consider this a dose of common sense to get you back in gear and […]
In front of a group of business leaders and small business owners I ran a quick poll of the attendees by asking them to introduce themselves and why they were attending the group presentation I was leading.
One response, in particular, caught my attention.
“What brought you here today?” I repeated to the next person, a […]
Rapport is overrated, underachieved, and misrepresented in the field. Every day.
Rapport is defined as a relationship of mutual understanding or trust and agreement between people. Most folks are trained to “develop rapport” on their sales calls. By definition, for rapport you must have:
In June, I wrote an article about How to Sell with Social Media. In it, I mentioned that you should serve others, acknowledge when people are talking to you and help solve little problems. Are you doing that already? I mean, are you already helping people in the real world? Are […]
Justin McCullough explains the relation between interviewing and sales.