Have you seen the Discover card TV spot “We Treat You Like You’d Treat You” that shows the caller talking with a mirror version of themselves on the other end of the line. That “awesome sauce” is hard to forget! Or how about the one in the car showroom where the salesperson morphs to match […]

Sales has been a way of life for me since I was a boy. I was raised in a small family business and thanks to both of my later parents I was exposed to the world of sales. You may say I was raised to be in sales and for that I am really grateful. […]

Following up with buyers and potential buyers is a must in sales, but not without gaining commitment and permission to follow-up. Securing buyer e-mail addresses and phone numbers is a good start, but does that give salespeople the right to stalk buyers? Of course not! Such behaviour is traditional, very unprofessional and reinforces the negative […]

In traditional sales, selling is telling and that requires a lot of talking. Talking is not a selling skill! It is a waste of time and the most common complaint toward sales people. What are good selling skills? The opposite of telling is asking, the opposite of talking is listening and the opposite of selling […]

Skilled Sales professionals spend over 80% of their time selling, but are they demonstrating appropriate selling skills and getting the needed sales results? Unfortunately most sales professionals are not demonstrating appropriate selling skills. First, let’s understand that in traditional sales, selling is telling. Sales professionals do this my focusing on their company’s products and services […]