Category Archives: Sales

3 Steps to rid yourself from rejection in sales

3 Steps to Ensure You Won’t Have to Deal with Rejection Again Many individuals are of the opinion that dealing with rejection is part and parcel of the sales game. I’m here to tell you that it doesn’t need to … Continue reading

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How to leave a voicemail that prospects will bend over backwards to return

Humans are really easy to understand if you think about what makes us tick, gets us excited, scared, angry, etc.  Yes we are emotional beings.  And we only care about ourselves.  I know, someone out there is saying to themselves … Continue reading

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No more pointless questions

Do you ever ask questions that don’t provide very good answers?  I do!  Which is why I continue to study the art of asking better questions that can provide me with better answers. Here are four kinds of questions that … Continue reading

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5 daily activities that will get you more sales

For me to be successful I must have an exact specific plan every single day.  I must know exactly what I plan to accomplish that day.  Many people have to do lists and notes on their iPad or iPhone.  However, … Continue reading

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SPIN Selling; book summary and notes

SPIN Selling: Situation, Problem, Implication, Need-Payoff; author: Neil Rackham http://www.amazon.com/SPIN-Selling-Neil-Rackham/dp/0070511136/ SPIN selling was published in 1988, and at that time it was considered to be the most heavily researched book on sales ever created.  The research was compiled over 12 years … Continue reading

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Challenger Sale; Taking Control of the Customer Conversation; notes

Matthew Dixon and Brent Adamson have written a sales book that really challenges the status quo and gets you thinking differently about top performing sales reps.  The title of the book, The Challenger Sale; Taking Control of the Customer Conversation … Continue reading

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HOT BUTTON MARKETING; book summary

Hot Button Marketing “Push the Emotional Buttons that get People to Buy.”  This is the ninth book I have read this year on sales and marketing.  What I liked most about this book is that it really gave a lot … Continue reading

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It is a feeling

Value is a feeling not an actual number or calculation.  Since value is a feeling and not something that is actually tangible, can you create value or perceived value for something?  The answer to this is simple, YES.  YES you … Continue reading

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3 step process to resolve objections

In almost all sales classes I teach and every time I meet a new sales person, they always love to talk to me about additional training on how to resolve objections.  I guess it should technically be my one of … Continue reading

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Your responsibility as a salesperson

Last night, I had one of those AHA moments.  If you don’t know what that is, it is when you say, wow I really didn’t understand or know that until just now.  The AHA moment for me when I was … Continue reading

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