Jeffrey has been in sales his whole life. A confident man, he is driven to succeed and won’t take “no” for an answer. He comes across as a bulldog, tenacious and focused. He’s certain that he has the solution and is baffled when prospects and potential joint venture partners refuse to go forward. He wonders […]
Can an Old Dog Learn New Tricks for Selling? Read More »
People hate to be sold, but they love to buy. That’s why there is a wide variation in the amount of time it takes for individuals to make up their minds. In making a decision to purchase a product or service, people fall into one of 4-time frames. Buyers Who Need Speed First is the
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Have you ever talked yourself out of a sale? You might not even know it happened. Here’s an example. Howie’s Language: Learning Howie has an amazing knowledge of programming. Never much for school work, when he discovered computers, it was love at first command. Since that first “date”, he has romanced every facet of website
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People like Gus pop up from time to time and can be very disturbing to people like Natalie and Steve. Who is Gus? He’s the know-it-all prospect who feels entitled and full of himself. At first glance, he may come across as an average person, nothing out of the ordinary. Yet within minutes, the interaction
There she was with a prospect doing a walkthrough of his home when Allyson put her foot in it. Not dog poo, rather something she said that literally stopped the conversation cold. The air quickly chilled around her and the prospect turned a deaf ear. Minutes later she was driving away knowing that she lost
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Glenda was no scientific genius. Having struggled with math and later physics, her best grades were earned in English literature and social studies. Plain and simple, she liked people, cared about the environment, and wanted to make the world a better place. Early Schooling Her first few jobs were administrative. Glenda’s skills of being highly
Can This Sales Career Be Saved? Read More »
“I’m just an employee.” “I’m just a representative.” “I’m just the salesperson.” Perhaps you’ve thought or said those words aloud, or heard them uttered by someone you know. Whatever the circumstances, the message is one of passivity and weakness. It conveys the idea that things are out of your control and not subject to your
Successful Selling Takes Responsibility Read More »
Selling insurance can be lucrative if you have the right skills and mindset. Rolando was recruited directly from college to represent a well-known, national firm. He was excited by the opportunity to get training and launch his career. He eagerly absorbed the information presented at work and spent additional hours studying during his leisure time.
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Intuition exists. For some people, they feel it in the pit of their stomach. Others clench their jaws and get a headache. Still different individuals break out in a sweat. Pay attention! Some sales are trouble from the beginning and may cost more than you net. Donald gave no credence to intuition. He ignored the
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“I hate when I’m assigned to work with her. I can’t depend on her to do anything.” “It’s so frustrating to explain myself repeatedly to him. Why can’t he get it right the first time?” “I’m so angry that I could quit this job on the spot!” Whenever you supervise two or more workers, notice
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