Selling is about uncovering needs and determining benefits.  Don’t make the price you offer be the benefit your customers will remember the most.  I caught myself watching an infomercial on television yesterday and I was struck by the number of solid benefits that were being shared.  The spokesperson was delivering a very compelling perspective filled with questions and [...]

New sales ideas pop up when we least expect them.  We owe it to ourselves to allow them to.  This week I’ve been in the Bahamas conducting sales training programs.  Being in the Bahamas does something to the brain: it gets it thinking in different ways.  My trip is only 3 days, yet during this time, I’ve [...]

Confidence sells! Sales motivation requires you to have a level of confidence and over the past week I’ve had more conversations with key sales leaders where this has come up than I can ever remember.  The lack of confidence in salespeople destroys more sales than we can ever begin to imagine.  The lack of confidence [...]

When making a critical phone call make sure you’re standing up.  It’s amazing how much more energy you’ll have when you make a critical phone call standing up.  Your energy will come through in the fullness and energy of your voice.  This applies to both a live call and a voice mail message.  By the [...]

Selling your intellect is not just spouting out everything you know about what you’re selling.  In fact, it’s actually the opposite.  Selling your intellect is all about not telling the customer everything you know about what you’re selling.  Your intellect comes out best in the questions you ask.  It is displayed when you are able to find [...]