Tag: sales guide


24

Feb 2017

Just Exactly What is it You’re Afraid of?

Among the deadliest of selling’s human limitations is a salesman’s reluctance to act when it’s time to close a sale. The condition is unequivocally based on a single condition – fear. Not the kind of fear of something capable of causing bodily harm, but fear of non-physical imagined consequences. Acting on fear of something incapable of inflicting physical injury is self-destructive to selling, entirely irrational....

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30

Dec 2016

Words Are Your Paint – Be Selective In Your Use of Colors

Certain words or word combinations resonate, communicating strength; others appear weak. No apparent reason applies to why words spoken can have either effect any more than why musical notes in a particular combination are deeply stirring, while the same notes rearranged have the same effect as fingernails on a chalkboard. Words, particularly certain poetic words, can have a broad variety of meanings. As example, Spring...

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17

Nov 2016

You are not unusual if a selling role is not an immediately comfortable fit.

Selling Skills Selling skills center about behaviors, with skills required of selling not perfected at once; they’re acquired through a process. One focused considerably on change in a few, probably comfortable, legacy behaviors. One such common behavior—when a tendency to avoid confrontation is a preference, you are not unusual. But a first change in selling behaviors is development of an assertive style. Assertiveness, not to...

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