A reader recently asked: When you call before or after normal business hours, should the message you leave on their voicemail be the same as the type you leave during “normal” business hours? The Sales Hunter’s response: Calling before or after business hours is often a great way to get somebody to actually answer the [...]

I’d like to recommend a new book by Jerry Dawson, entitled Sales 101: Principles in Action. He summarizes it as follows: “Timeless sales principles from a pro who’s been there. In Sales 101: Principles in Action, author and sales veteran Jerry Dawson illustrates the keys to success in the sales world. Founded on the author’s [...]

F.D.P.O.V. = Fact Driven Point of View You can increase your sales ability by ensuring that your P.O.V. is supported by facts. Most people think their point of view is always correct and that everyone else should believe it. For salespeople, this fact is a difficult issue, especially if a level of trust has not [...]

A Recent Question from a Reader: I am in landscape construction, running a sod installation crew to be exact. I work for my brother-in-law and we were discussing some issues he is having with the one salesperson that he has on staff and asking my advice on how to implement a commission into the person’s [...]

Selling starts at the beginning. This was driven home to me in an article I recently read about Dell Computers.  We’ve all heard about the problems they’ve had and the effort they’re making to get their customer service perception back up to where it used to be.  The fact that drew my interest was that [...]