Category: Sales

Jorge Lazaro Diaz says it better than I can in his post on on Selling the Invisible on Jobing.com. He reviews the book Selling the Invisible by Harry Backwith. Who points out that when buyers buy complex solutions they don’t understand, it is often the intangible things that sway the decision.

For example I work in a world where money is the end product. How much can my firm recover. So my operations management team is often all about the numbers. And yet when buyers can’t see the magic sauce they are looking at other elements:

 – How well do we …

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I regularly listen to podcasts when I am working out at the gym. I can stay on the treadmill longer if my mind is engaged. Today I was listening to  The Sales Round Up  these guys (Joe and Mike) are Good and they make me laugh out loud, and enjoy…

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A recent study by McCord Training, http://thecustomercollective.com/TCC/32087 reveals some interesting and powerful results.  They surveyed 450 businesses to determine what was most effective in getting them to do business with people they had never done business with before.  They examined cold calling, referrals, meetings and conferences and so on. What…

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  Dave Brock in a post last week http://partnersinexcellence.blogspot.com/2009/05/how-we-express-ourselves-our-words.html spoke about how the words we use, convey a point of view to our customers. So if we are using words like “lure”,” hunt” or, “eat what we kill” when talking about selling, how do you think our customers would respond.…

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 I don’t know what you sell, but when you are cold calling, you are an interruption. Your prospects are not waiting for your calls. In fact most of them would rather you didn’t call. As a sales professional I am always exploring ways to become better at the skills of…

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