Recently, I was asked by a very competent salesperson if I felt having a Facebook account could hurt a person’s sales motivation.  Like so many other things with social media, there are two answers: Yes and No. First the Yes.  It can hurt your sales motivation if you either spend too much time on Facebook [...]

Great article in the Wall Street Journal on July 1 (http://bit.ly/9gur3R)  regarding the use of key words and their impact on sales. Long-story short, the article talks about how one company did a pay-per-click strategy around key words and it worked and another company tried it and failed.  My take is very simple: Don’t do [...]

Do you sell a physical product? Your role as a salesperson is still to behave as if you’re a service company. The first step in breaking the paradigm of features and benefits is to view what you sell as a service.  Recently I was working with a group of very seasoned salespeople who sold very [...]

I’ve made three trips to Asia in the past year, and each time I continue to pick up new ideas regarding selling. These ideas not only benefit my Asian clients, but also benefit my clients wherever they are. The more I travel around the world, the more I see how closely linked sales processes are [...]

What you sell is irrelevant. It’s what people buy from you that’s important. This week’s tip requires a little thinking but I view it this way: If I offer you a steak dinner but you don’t eat it, then what’s the point of me offering you a steak dinner?  Sometimes we get so caught up [...]