As part of my New Years Promises this year I promised that I'd read at least a book a week for the entire year. To help me keep that promise I'll post a quick review of each book here on this SalesFu Blog. I'm don't have one of those fancy Amazon affiliate accounts, but I should probably look into that and see if i can link it up. The first book we are going to talk about … [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...]
SALES MO
Sales Momentum, what I call the SALES MO, is just like physical momentum. It’s easier to keep it going than it is to start from scratch. When I was 17 years old I went away to college, my family wasn’t particularly well off but I had a scholarship and a part time job. My father bought me an old 1984 Chevy Luv pickup truck and that little truck got me back and forth to more … [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...]