tag:blogger.com,1999:blog-44266393128217333502024-12-18T19:21:22.879-08:00Timeless sales ideas and stories that are being passed along to you. You can become a successful salesperson. In sales you can learn the easy way or the hard way. The easy path is to learn from others who are already successful. The hard way is blowing sales, ticking off clients, and then choosing another line of work. Either way you learn something.Unknownnoreply@blogger.comBlogger41125tag:blogger.com,1999:blog-4426639312821733350.post-45148723327964943672013-08-13T17:50:00.001-07:002014-04-03T09:24:16.429-07:00

Mike Brooks, aka Mr. Inside Sales, is on the show with host Kevin Gaither to debate whether or not cold-calling is dead. 00:00 Cold Open 00:30 Introduction 00:55 Nightmare Sales Job: When I Was Hating Sales 02:20 Mike's impressive work history and his books, 03:05 With Sales 2.0, is cold calling dead? 04:20 With inbound leads and Sales 2.0 technology, do we need to redefine cold calling? 05:

Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-4426639312821733350.post-64055631569239303852013-07-13T22:39:00.001-07:002013-07-13T22:39:21.548-07:00

A crane operator was swinging a demolition ball against the steel-reinforced wall of a building that was being torn down. But the wall was thick, and the battering seemed to have little effect.  Time after time the heavy ball thudded against the same spot, but the wall remained errect.  Then, suddenly, it crumbled in a cloud of dust, collapsing with a roar. It was an impressive

Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-4426639312821733350.post-20834656685299802912012-12-17T12:06:00.000-08:002012-12-17T12:06:25.035-08:00

When Alex was a young man selling industrial equipment in the Pittsburgh area, he had to call on a steel company executive  who had a reputation for being tough.  The previous salesman who handled the territory warned Alex that the man ate salespeople for lunch.  Others agreed that he was one of the most difficult people to deal with that they had ever run into.  The executive

Unknownnoreply@blogger.com2tag:blogger.com,1999:blog-4426639312821733350.post-31894124547680796372012-11-23T11:51:00.000-08:002012-11-23T11:51:50.163-08:00

When competing products or services are just about equal, it's usually the salespeople with the extra touch who win the sale.  Effective salespeople realize they can never know too much about their company, it's products, or services it offers.  They're aware that having this extra knowledge and using it is as important to making the sale as having an excellent product or service. 

Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-4426639312821733350.post-59189369238171004502012-11-19T13:43:00.000-08:002012-11-19T13:49:56.120-08:00

This is a true story, and certain particulars have been left out to protect the ignorant.  It was a slow day in a business I was managing.  The sales reps weren't having much luck on the phones and the walk-in customers lately had been non existent.  Then into the parking lot pulls a 77 Plymouth Volare Wagon.  Even new these cars were some of the ugliest vehicles to ever

Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-4426639312821733350.post-77405786670969038082012-11-18T13:24:00.000-08:002012-11-18T13:24:24.078-08:00

Dale's company had been selling a mechanical part to a company for about a year.  Dale had been responsible for getting the original order.  One day, checking his company's production schedule, Dale discovered that the customer's volume of orders on this part had increased dramatically.   He realized immediately that it might mean one of two things: 1. the parts had been

Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-4426639312821733350.post-28674232248538230522012-11-17T12:55:00.000-08:002012-11-17T12:55:06.089-08:00

Some of the best prospects for new business are your present customers.  When people have bought one product from you, it's easier to interest them in the rest of your line.  You've already sold them on your company, your service, and yourself.  Are you sure that all your customers are buying as much from you as they possibly can?  Have you reviewed their total needs and

Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-4426639312821733350.post-6364418608689614362012-11-16T09:31:00.000-08:002012-11-16T09:31:40.589-08:00

When Chuck was a copier salesman, his company brought out a new high speed machine with many extra features.  It was also considerably more expensive.  Chuck installed the new machine on an approval basis with a customer who had been using their old machine but whose requirements had increased greatly.  The added features seemed to more than justify the higher price, so he was

Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-4426639312821733350.post-74085915284984222592012-11-15T10:18:00.000-08:002012-11-15T10:18:39.718-08:00

Yogi Berra, the great Yankee catcher, had a batting philosophy that might serve salespeople well.  Yogi was notorious for swinging at bad pitches.  His teammates would needle him when he swung at and missed pitches that were far out of the strike zone, but that didn't bother Yogi.  "I ain't gonna get a hit just standing there," he would say.  And he won many games for his team

Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-4426639312821733350.post-56526300566281657642012-11-11T11:02:00.000-08:002012-11-11T11:02:00.871-08:00

A friend of mine was in the market for an inserting machine to speed up some of the routine mailings in his office.  Eventually he narrowed his choice to two competing models.  My friend set up appointments to go see demonstrations of the two competing machines.  But when he and his office manager arrived at Company A with job samples, no one seemed prepared.  The operator had

Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-4426639312821733350.post-58635462137645176092012-11-10T13:37:00.000-08:002012-11-10T13:37:31.901-08:00

In every salesperson's experience, things go wrong at one time or another.  No matter how hard you try to give excellent service, customers will occasionally hit you with complaints.  Maybe an order was filled improperly, or a shipment was delayed.  Perhaps the quality wasn't up to the usual standard.  Or you slipped and offended the customer in some way.  The best

Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-4426639312821733350.post-12550296704253223512012-11-09T10:31:00.000-08:002012-11-09T10:31:02.626-08:00

When Gary was a young salesman he worked for a company that sold adhesive backed, plastic, die cut letters instead of expensive, hand painted signs.  Customers however had to use a considerable quantity in order to make the purchase worthwhile.  He decided, therefore that companies that operated large fleets were probably his best prospects.  The largest potential customer appeared

Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-4426639312821733350.post-34287909794295203292012-11-07T13:22:00.000-08:002012-11-07T13:22:49.002-08:00

A salespersons first task is to win the confidence of the prospect.  You have to show that you are truthful, reliable, and trustworthy.  Then and only then the prospect might consider doing business with you.  One of the most important tactics in winning the prospects confidence is to be very careful in the claims you make for your product or service.  Describe its advantages

Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-4426639312821733350.post-66853522788651963952012-11-02T12:12:00.000-07:002012-11-02T12:12:44.105-07:00

Sometime the best defense is a good offense.  Recently Jay, who manages a jewelry store was working with a customer who wanted to purchase two small diamonds for his wife to put in a pendant.  When the man asked the price of the diamonds, each one of which normally sold for $225, Jay told him that his bottom price for the two stones was $400 plus tax.  "I'll give you $400 for them

Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-4426639312821733350.post-58250159441411298662012-11-02T11:47:00.000-07:002012-11-02T11:47:05.644-07:00

Working for an insurance company Frank decided to review some old accounts.  After making several phone calls, he was surprised how receptive and agreeable policyholders were to making appointments to review their coverage.  Of thirteen he called on eight bought additional insurance.  Since then Frank has continually reviewed older accounts and kept in touch with policyholders.&

Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-4426639312821733350.post-86148962154381002642012-11-02T11:24:00.000-07:002012-11-02T11:24:45.542-07:00

Have you ever been surprised to learn that some unlikely person was a real live prospect for your products or services?  Have you ever kicked yourself when some other salesperson sold a prospect you had passed up?  Before you cross anyone off your list, interview him or her first.  That's the only surefire common sense way to avoid missing live prospects and new business. 

Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-4426639312821733350.post-17874335190493963962012-10-31T09:29:00.000-07:002012-10-31T09:29:37.982-07:00

Brian was a likable, highly intelligent boy, but a distinct underachiever.  If something came easy to him he did it.  If it was hard, he did something else.  He was set back twice in high school and managed to attend three different colleges without winning a degree.  One of his problems was that he didn't have enough self discipline to get out of bed and go to class. After

Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-4426639312821733350.post-58435434220104974772012-10-30T19:55:00.002-07:002012-10-30T20:04:56.337-07:00

Know how to tip the scale to overcome a prospects resistance to change. It's a psychological fact that most people tend to resist change.  They look with skepticism at a new idea, a new product, or a new way to do something.  They may be afraid to take the risk.  They may  think it will cost too much.  They may be afraid of criticism if the new idea doesn't work out.&

Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-4426639312821733350.post-16425493027933624532012-10-30T18:46:00.000-07:002012-10-30T18:46:48.145-07:00

Customers can't always tell you what they really want.  Sometimes they don't even know.  The only way to find out for sure is to watch their reactions.  One couple for example told their real estate broker that they wanted a four bedroom, two story home, with a basement on the North side of town.  She showed them a number of properties, but none seemed quite right.  One

Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-4426639312821733350.post-14265712498553181872012-10-29T10:09:00.004-07:002012-10-29T10:09:57.804-07:00

Horace Van Dorn had a special job with the Dixon Pencil Company.  He was the troubleshooter,  the salesperson who took over when the regular salespeople ran into difficult situations with key prospects.  One of Van Dorn's first assignments in this job was with a Fortune 500 company.  Dixon's regular salesman was told by the pencil buyer that only the purchasing agent could

Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-4426639312821733350.post-69391194888701246722012-10-19T13:52:00.000-07:002012-10-19T13:52:02.613-07:00

There is a time to stop selling and close the deal. The salesperson who misses the moment and keeps on talking may find it an expensive error.  A wonderful illustration of this was provided by Samuel Clemens. Clemens had attended a missionary meeting and was deeply impressed by the speakers simple religious fervor.  He was so much in favor of the mans appeal that he decided he would

Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-4426639312821733350.post-528816292180261382012-09-18T13:58:00.000-07:002012-09-18T13:58:58.067-07:00

Just about any salesperson will agree that you have to know your products features in order to sell it.  You probably know all the particulars about how your product was put together, the details of it's construction, the type of finish.  If you sell and intangible, you're probably aware of all the aspects of the service you offer.  You also know how each of these features benefit

Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-4426639312821733350.post-79040268078144817032012-09-15T09:36:00.000-07:002012-09-15T09:36:40.205-07:00

Mike promotes and sells pharmaceutical products to doctors.  He had already made three calls on one doctor trying to sell her an antidepressant drug.  The difference between antidepressant drugs being very small, however, Mike hadn't been able to convince the doctor to prescribe it.   Mike  made a date for a fourth effort, but it had to be rescheduled because the doctor

Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-4426639312821733350.post-74399252851962531002012-09-13T19:28:00.000-07:002012-09-13T19:28:58.610-07:00

In order to convince prospects, you have to show them how your product or service will meet their needs and satisfy their wants. But how can you tell for sure, exactly what their needs and wants are, and which ones they consider the most important?  Why not ask them?  And  how can you meet their objections unless they'll open up and tell you what they are? Why not encourage them to

Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-4426639312821733350.post-43283869205592514342012-09-09T10:47:00.000-07:002012-09-09T10:47:17.985-07:00

We all like to be treated as if we're special. It makes us feel good.  You undoubtedly go out of your way to give the VIP treatment to large customers or important prospects, but how about the others?  Sometimes a small account will eventually grow into a big customer.  One of your buyers may move to a large company.  Or a little customer may give you an important

Unknownnoreply@blogger.com0