Be Yourself and Sell More

If you want to sell more just be yourself. There are too many people trying to be Grant Cardone or Gary Vee. Let them be them and you be you. People do business with you because they know you, like you and trust you.  If you are pretending to be someone else, they do not […]

Focus On Relationships Not Sales Transactions

The guidance you receive about selling usually focuses on sales transactions. All the training you receive is on sales tactics designed to close deals.  There is a time and place for learning all of those things. But the key to a long and profitable career in sales is focusing on relationships and not sales transactions. […]

Ask For Help With Sales

You are working hard. You are good at what you do. You know you can help people and they should be beating a path to your door. But it’s not happening and you’re not sure why. You go to networking meetings and join groups of professionals in your industry. You have lunch with people, exchange […]

Sell to People Who Are Like Your Best Clients

You must sell to people who are like you best clients. Right now, you are selling to the wrong people. I know what you’re thinking. You’re the best sales executive in your office. You’ve gone on some company trips and received recognition. Your closing ratio is above 50%.  Everyone tells you how good you are. […]

Combine Value and Relationships for Sales Success

My visit with a banker turned a boring trip into a sales success story. A few weeks ago, I stopped in the bank to make an administrative change to one of my accounts.  Since I bank at a local institution, I can actually speak with the branch manager.  While he was helping me with this […]

Sales Prevention: We Screw Our Best Customers

I’m starting a new feature called the Sales PreventionTeam. Each time I see someone doing something ridiculous, stupid or actively working to harm a client relationship, I’m going to highlight it.  You may remember me calling out a jerk who works for American Airlines back in November 2016.  That was the beginning of me highlighting […]

Long Sales Cycle Reveals Much About Self

I’m in the middle of a long sales cycle and I needed a break so I cleaned out my garage yesterday. That may seem like an awful chore to you but to me it is a metaphor for organizing my thoughts. I love my garage. I’ve made it into a do-it-yourself workshop in which I […]

What Would You Do With $100,000?

What would you do with an extra $100,000? If you don’t know the answer, you’ll never have an extra $100,000. So much of sales is mindset, that thinking about what you would do with additional money will help you focus on making that money. Need proof? How many times have you been in a situation […]

Five Ideas To Help You Sell More

Each Friday I bring you five big sales ideas to help you sell more, make more money, and make your life a little easier. Here are this week’s Five for Friday: Item One:  Can Your Grandma Describe What You Do? Referrals can come from anywhere.  Everybody you know must be able to describe what you […]

You Sell More When Buyers Have Options

You sell more when you offer your buyer options. Offering a “yes’ or “no” is forcing the buyer into a corner. Nobody responds well to that. Find a way to give your buyer choices and you raise the probability of closing the deal. This video provides you with more detail. Here is the transcript of […]