Category: Sales

Mindful Selling

Far too often many sales people are so focused on getting the deal or communicating their message that they don’t hear the comment that sold the deal. Then they talk ourselves out of it.

Typically what has happened is even though they put on their consultative selling skills and asked questions and “listened”, they allowed their thinking to get high jacked. They heard something and
while the buyer was talking they allowed their thinking to chase down a thread of thought. Perhaps they heard the buyer start talking about the challenges she is …

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It is all in the details

When making a sales call or presentation, how do you respond when people ask you, how you do what you do, or how you help others”? Do you say something
like:

We outperform the industry average, OR we average a 16.94% recovery rate and that out performs the industry    average as reported by
the ACA by almost 70%.

Which response leaves you wanting to know more?

I am …

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Can you sell from your cell?


The other day I called a software company to discuss an upgrade to their service offering that I purchase. They passed me though two lead “qualifiers (b”ad move guys) and then told me “a sales
person will call you back”.

Brooke called me back from her mobile phone in an area that had a poor signal. Literally every other sentence was dropped. I finally told her to call me from a land-line. What did she do? She moved
to a new location …

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Your Attention – A Precious Resource

Reading in the April Issue of Science of Mind Magazine, I read the following quote by Gary Malkin, “One of the most precious
resources that human beings have, is the ability to pay attention; an attention that uses all parts of our self…”

Look at that again, our ability to pay attention is precious. And yet how are we using this resource? Look around a conference and see how many people are reading their Blackberry’s or
IPhones instead of listening to the speaker they …

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What Is The Value Of A Pre-Plan

I just finished up a week of productive sales calls. By productive I mean they all moved forward to next steps in the selling process.

These were big meetings. Each has million dollar potential so I invested more time in developing my pre-plans. I considered questions to ask, their likely questions and objections, how to address
those and how to move to next steps.

 So this got me to thinking. If my meetings don’t go as planned why bother planning?

For me the …

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