This one is a bit of a cheat because I read the original edition almost 10 years ago and didn't even realize that there was now an updated 2nd edition. I must say that the team improved and updated the content for us and it makes a difference. I'm in a Call Center environment and on a daily basis I'm trying to adapt former face to face sales people into over the phone … [Read more...]
52 Weeks of Book Reviews. Week # 3 – 3 Sales Tips from “THE ART of WAR” – Sun Tzu
There are very few books that are so sparse but have inspired so much commentary. The book itself was written more or less about 2500 years ago and the first English Language versions didn't show up until the early 1900's. For roughly 2400 years this book was known in China but in very few other locations, now it's virtually a household name in America. 52 Weeks of Book … [Read more...]
4.5 Steps to know- When to ask for the Business.
Last week I was asked by an up and coming salesperson, “So, when would I know what Closing technique to use?”. I dug a little deeper on this question and he wasn’t really wondering which close to use and how, he was really asking a much more fundamental question- “When do I Close?”. “The Buying Sign Close” It seems that many of us are info/benefit dumping until we hear … [Read more...]
SalesFu – Character and Integrity
Character and Integrity Who are you when no one is looking? What do you do? I’ve met people of questionable moral fiber; unfortunately some of them have had immense wealth and success. I’m just not sure how they sleep at night. I find that it’s much easier to be authentic and treat others how I’d want to be treated, or at least how they would want to be … [Read more...]
Defusing vs Overcoming Objections
Defusing vs Overcoming Objections "Closing" sometimes has a negative connotation, primarily because no one likes to be "Sold" except for sales people. The rest of us don't want to be "Sold" something, we just want to "Buy" a product or service worth having. Sales professionals who consistently find themselves having to use Hard Sell techniques and aggressive closing … [Read more...]