Cooking With Gas
Filed Under Cooking | Posted on December 10, 2009
A FRIEND OF MINE tells the story of an amazing salesperson who worked with him at a barbeque retailer. Barbeques are usually an emotional purchase for males. A man might struggle in the kitchen, but don't try to tell him that he can't master the barbeque.
If a man was to shop alone in this retail outlet, he might be afraid to come home with a large purchase (it's not easy to hide a barbeque), so he takes his wife along, for purchase approval. The wife's role is to keep the husband's desire to spend in check.
My friend's sales colleague knew how to play the game. He'd wait until a husband and wife approached a barbeque before starting any dialogue. After a minute or two, he'd approach and ask what the couple wanted in a barbeque.
Few Sales Training Programs Give This Secret Recipe Of The Top Sales Professionals
Filed Under Business | Posted on January 31, 2009
Sales training programs:
My wife and I decided to go to our favorite NY style pizza place a couple years ago. The service was kind of lousy but the pizza was excellent. My wife is originally from New Jersey and knows what authentic NY style pizza is and this was authentic.
When we got there we quickly realized that the restaurant’s ownership had changed. The waitress was the aunt of the new owners and she was extremely pleasant and accommodating. One of the partners came out and welcomed us to the restaurant. This was already a big improvement in service over the last place.
When they gave us the menus we were pleased to see it was the exact same menu the old owners used. We were thinking this is great, same food, same prices but a lot better service.
Gas Up Your Sales Training
Filed Under Business | Posted on January 29, 2009
Is your sales training you where you want to be? Are you satisfied with your sales training results?
Search the Internet and you will millions of hits on sales training. Browse any book store and find hundreds of books on sales training from Zig Ziglar to Jeff Gitomer. So with all of this wealth of information, why isn’t most sales training effective? Why does it not deliver the desired results?
The reasons are far more simple than most people realize and reside within these three words:
- Goals
- Attitudes
- Self leadership skills
Goals The goal of sales training is to increase sales. However, tell me how many sales people actively set and achieve their own personal goals? From my experiences, the answer is probably less than 10%.
How To Be A Good Salesman - Taking Control
Filed Under Business | Posted on January 24, 2009
From the moment you first interact with a customer you must be in total control. You must tell the customer what to do and think. The hard part is doing this in a way that is unnoticeable. You can’t just tell the customer to do something. You have to politely ask in a non offensive way. If you don’t have control from beginning to end it may be difficult to close the deal.
It is imperative that your control is established in the beginning of your sales pitch. I remember when I was at Kirby and I’d go into a salesman’s demonstration and the customer would be doing something in a totally different room. I would have to explain to them the importance of taking control from the beginning. If the customer isn’t listening to your pitch, then you are wasting your time. Don’t let the customer do other activities during your pitch. Make sure and keep them locked in throughout your pitch.
Online Sales Training – The Vince Lombardi Success Secret
Filed Under Business | Posted on January 21, 2009
It was 9:30 am and Matt, the department sales director, was having his weekly one on one meeting with Jonathan in Matt’s office.
Jonathan was not your typical salesperson. When he looked at you, you could see he had a focus and direction you don’t see in most people.
Jonathan was relatively new to sales and chose to get into it for the opportunity to make significantly more money. He was making good money as a degreed engineer working for a local manufacturing company. But with a wife and eight young children he needed to make significantly more money. He knew a career in sales could give him that opportunity but only if he produced strong sales results.
A Few Questions And Answers From The Singapore Business Press
Filed Under Business | Posted on January 10, 2009
1/ You have been involved in the art of sales and leadership for more than three decades. What has changed, and what has not?
Selling is about relationships. Successful selling is about sustained relationships. In the past many salespeople as well as sales management were only concerned about the sale or the transaction without regard to the “lifetime value “ of the client.
Successful sales professionals, sales managers and leaders are finally coming around to the simple facts that;
To Be Honest, I Woz Just Gonna - And Other Bad Words
Filed Under Business | Posted on January 5, 2009
Some things you shouldn’t say in sales because they make you less believable. Take this classic. Customer, ‘Will this phone work in Europe?’ Reply by salesperson, ‘It ought to.’
What does that mean? The question is simple enough, When I get off the plane at Frankfurt, will I be able to use this item?’ What she or he wants to hear is either, ‘Yes, it will’ or ‘No, that one won’t, let me show you one that does.’
The moment you put some of the kind of vocabulary I’m referring to into context, you can see that it isn’t helping your case. ‘Have you sent my order?’ - Another straightforward question. What impression does it create if the answer is, ‘I was just gonna do that.’ – meaning, in truth, ‘I haven’t sent it, yet’?
Sales Regrets - Gee, Did I Push Too Hard?
Filed Under Business | Posted on January 3, 2009
It was about four in the morning and I was fully awake, sipping my first cup of coffee of the day.
Dawn was still a good two hours ahead, and in that time of shadows and creaky noises, I started feeling the pangs of what I’ll call “Sales Regret.”
What is this affliction, you might wonder?
It is the counterpart of “Buyer’s Remorse,” that feeling purchasers have that grabs them from the inside and asks, “Why in the world did you BUY that?”
Sales Regret is what we feel when we’ve made a bad move during a presentation, like touching a prospect on the shoulder, someone who utterly hates human contact of that sort, and recoils physically and emotionally, when it occurs.
