Professional Selling Skills

Round Your Price Up, Not Down

May 22, 2013

Your customer won’t notice as much as you think. Surprisingly, most customers don’t know or remember your price as much as you realize. If that’s the case, then why would you think rounding your price up is going to cost a lot of business?  It’s not, so go ahead and do it. Look at it [...]

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Slow Sales? Training May or May Not Be the Solution.

May 16, 2013

Is your company and/or sales team in a bit of a sales slump? I know it may surprise you to hear me say this, but sales training is not always the solution.  Unfortunately, training is often pegged as the solution for everything. Obviously, I do often see where organizations could benefit greatly from training.  Sometimes, [...]

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3 Mistakes People Make When Prospecting with Email

May 15, 2013

Don’t think just sending out a bunch of emails is going to generate any leads, especially when you forget the most important part of the email is the first 10 words and the title. Something you must keep in mind when prospecting by email is that the percentage of emails that are read on either [...]

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VIDEO SALES TIP: Be Careful with the Words You Use When Selling

May 11, 2013

Certain words may seem like no big deal, but in a selling situation, you can cause damage with… “To tell you the truth…” “Honestly…” “Seriously…” If you are using these words and phrases to set things up, they may actually convey something else to your customers.  Your selling skills can be refined to ensure you’re [...]

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Sales Leadership Friday: Two Deadly Words in Sales… “If” and “Then”

May 10, 2013

I can’t tell you the number of times I’ve heard salespeople and sales managers use what I refer to as the two deadly words in sales: “if” and “then.” Here is how this plays out:  If we could come out with a cheaper model, then I know I could sell more. Here’s another one: If we had [...]

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