How to use Email in Sales Prospecting

Email with prospects should be used for setting up the next conversation. Nothing more. This is because an email request is so easy to shoot down. It’s much harder telling someone “no” when you are speaking with him or her in person than it is in an email. Email looses fidelity such as tone, emphasis, […]

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Adding Value as a Salesperson

As Salespeople, we are at our best when we add value. This happens when we discover and help solve our customer’s problem. Here are two scenarios to illustrate my point: Let’s say that Robert walks into a mens clothing store and tells a salesperson that he needs a suit. If the salesperson is dressed in […]

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Know When to Stop Selling

Salespeople love whatever it is that we’re selling. The problem is that sometimes we don’t know when to stop selling and we end up being our own worst enemy. My father owned a musical instrument store and in early 1980’s electric keyboards were gaining popularity. They were the size of a piano and one of […]

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Sales is a Great Gig

Salespeople are given a bad name in the media. They are portrayed as swindlers that trick customers into saying “yes”. It’s hard to imagine that being so deceptive would be a pleasant way to make a living. For me, nothing could be further from the truth. I love sales and when friends ask me what I do, […]

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How to Set Sales Goals for the Long Haul

A year ago I hired a personal trainer. He instilled in me that physical activity and health is a lifestyle not just something you do for 10 or 12 sessions. This is why most fad diets don’t work because they only last for a short time they are not changing the lifestyle. Now although my […]

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Why I Love to Sell

My Grandpa Fritz has always been a sales person. He was a man of great integrity and was one of the most honest men I’ve ever known. I grew up hearing stories of Grandpa Fritz going door to door throughout the Rochester Minnesota area selling water softeners. He had this non-threatening style when it came […]

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