I hear sellers and business owners tell me they “Don’t want to be too pushy” at least 5 times a week. Trust me, if you have to say that, you’ve never been “too pushy”. Many of us have had negative experiences with salespeople that have a bulldozer mentality. They’re not afraid to run over you...Read More
With the age of the internet, we’ve all become self-diagnosing doctors with medical degrees from “Google”, right? We are able to search out our symptoms and try to self-medicate, self-prescribe . . . maybe even self-destruct. When we finally seek out medical help we’ve either worked ourselves into a tizzy about the “worst case scenario” possibilities...Read More
Many sales people and business owners tell me “networking” is how they fill their pipeline with leads and opportunities. And rarely, do I ever believe them. I do believe networking can lead to opportunities, but more often than not, “networking” simply fills up their calendar and gives them the feeling that they’re accomplishing something. They...Read More
Watching the sales activity of several sales teams lately, I have come to the conclusion that these teams are truly confused about the differences between MARKETING and SELLING. I work with many small businesses where the business owner and/or the small sales teams sell and there is often NOT a marketing department within the company....Read More
I realized we’ve struck a nerve with this series, “Selling for Non-Sales People” when I mention we’ve rolled out this intensive and coaching program, the response is to grab my arm and say “YES! I NEED THIS” with giant eyes and emphatic jerking on my arm. The response in the first weeks has blown me...Read More
More and more when I meet business owners at conferences or events and exchange introductions, the conversation quickly turns to “Selling” for the owner and how difficult it is for them. Most often, they say, “I just don’t have enough time to get out there and sell.” But what I really hear is, “I’M NOT...Read More
A while back, we participated in a great business expo hosted by the local chamber. At The Selling Agency booth, we asked people to “Give us their best pitch” about their business. And . . . we offered to record it for them and email them the sound bites. There was a specific point to asking...Read More
Sellers have traditionally focused on buyers’ price and budget as their biggest obstacles. Guess what, your first {and sometimes biggest} hurdle is Time. On any given day, the average person makes thousand of decisions – both consciously and in “auto-pilot” mode. We make over 200 decisions every day just about FOOD! {Pancakes, French Toast, or...Read More
About 10 years ago, I uncovered a Super Ninja sales move that worked to earn more clients, and bigger, more profitable business than any other question I had ever asked customers. Last week, I was talking about this to a group of Operations Directors and set up my favorite story to demonstrate this method. It...Read More
It’s an amazing marvel to watch my 5 year old work technology. Navigating Netflix on a tablet or doing Math games on a computer, I am in awe at how easily and intuitively they navigate something that is mystical, perplexing and a continuous moving target. They have no context of B.I. – Before Internet, and...Read More
