...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 way,...
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 started sales. And it makes sense, right? So what am I talking about? Hear...
...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 big...
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...
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...
Great sales professionals and entrepreneurs know that business success is built on a solid foundation of human relationships. Not from quickies and one-sided (me, me, me) approach. They understand that in order to thrive, one must understand people better and their needs, have a system to attract leads, and a sales process to convert the leads to paying customers.
I could feel the burden in her heart as she sat on a chair in front of me, inside a cafe at the little Italy. She was shivering under a thick chocolate brown cashmere turtleneck. Then she pulled her hands from her pocket and ran them through her unmade face. Her...
A millionaire recently told me: "you don't really have a business if you don't have a database". As a marketer, I know the importance of lists and lists building, but I still didn't take it seriously until it was put in this context. Don't get me wrong, I have contact...
You want customers but can't spare the time to communicate or converse with them? Are you serious? I was speaking to a group of small business owners and although they think online marketing is an excellent way to gain more customers, they tell me they have no time...