4 Sales Tips for Non-Sales-y Entrepreneurs

4 Sales Tips for Non-Sales-y Entrepreneurs

I have had a long-standing relationship with sales that, no matter what I do, somehow manages take on jobs that relate to sales… in some aspect. Sometimes, it’s all love (when the buyer believe I descended from heaven and granted her wish). Other times, it’s full of...
Why People Ignore Your Sales Pitch

Why People Ignore Your Sales Pitch

…and What You Can Do About It One of the worst things that I’ve seen people do is to try to sell to everyone with a human head. You see it often. You are at an event and, just to be polite, you make small talk by asking people what they do for a living (by the...
Sometimes…Selling the Benefits is Not Enough

Sometimes…Selling the Benefits is Not Enough

Huh, what? I know… I know!  That’s what we’ve learned in sales school: to “sell the benefits, NOT the features”. “Sell the benefits” is a phrase that’s been drilled into my brain ever since I’ve started in sales. And it makes sense, right? So what am I talking about?...
Why The Prospect Says “NO” To Your Offer

Why The Prospect Says “NO” To Your Offer

…and What You Can Do About It As sales people and business owners, it’s easy to get so wrapped up or fall in love with our products (or services) that we don’t allow ourselves to see the sales conversation through the eyes of the prospect. And I think this is a...
Can Honesty Help You Sell?

Can Honesty Help You Sell?

Absolutely! I was 19 when I landed my first Canadian sales job working at a bookstore.  I was scared out of my wits, but I knew I had to get my foot in the job market door. On my first day at work, I was told to stock up the shelves which I thought was perfect because...
Not All Leads Are Prospects

Not All Leads Are Prospects

One of the reasons people fail in sales is because they are mostly barking up the wrong tree. It is important for you to make absolutely clear who you want as your customer.  If you don’t do this step, you will end up constantly throwing your saliva everywhere while...