Always accurately describe what you do if you are in sales. A very common mistake new salespeople make is trying to pretend they do something else, rather than sell a product or service. It’s possible that they feel that the sales prospect …
I’ve written several books on selling. One was titled Selling Local Advertising. Today I got a call from a 21 year old rep that sells bundled direct mail advertising packages to local advertisers…mostly small business owners. Te y…
If you’ve been in sales more than a week…or in advertising…or advertising sales..you’ve heard it..or a variation of it…. “It takes five closing attempts before they buy” “You need to run the ad fi…
In response to my last post “It Takes Five Closing Attempts Before You Get A Sale”. Where It Came From, Why It’s A Myth, And When It’s True” I had a particularly intelligent response. This person said that th…
Another consulting call for 60 minutes today. This time a young salesman selling home improvements…windows and doors. He had read my books on Closing Sales and Sales Prospecting, and had a list of questions. A couple of them (a…
I just read Way of the Wolf: Straight Line Selling: Master the Art of Persuasion, Influence, and Success by Jordan Belfort If you are in sales right now, you absolutely have to read Jordan Belfort’s new book. I ordered mine in March…
If you have been in sales more than a week, the idea has popped into your brain that you could hire someone to make prospecting calls for you…while you simply make the sales. I’m going to suggest that you call the leads or referrals&nb…
This isn’t in any of my books. I decided to share these methods because I spent the first 20 years of my sales career selling life insurance and then vacuum cleaners….door to door. I had a referral system when selling vacuum cleaners, b…
I was selling vacuum cleaners in people’s homes for several years. The vast majority of my sales came from simply knocking on doors, and making sales presentations to the people who would agree to it. I was making a good, yet steady (read Plat…
This is a summary of a one hour ($500) phone consultation with an insurance salesman that wanted to up his closing ratio. After talking to him for a few minutes, I realized that his problem wasn’t closing better, but talking to better qualifie…