There are words that can hurt your sales. Most people are not even aware of them because they’re so common in selling. This can be frustrating as you think things are going well, but your prospect is quietly getting annoyed (by you). What are these words? Some of them include, but are not limited to, […]
A More Complete Definition of Sales
When I ask sales people to define what sales is, I get a wide variety of responses. Here are a few: Sales is a transaction It’s providing a solution Sales is solving a problem It’s an exchange of value Sales is transferring excitement It’s about building trust and relationships Sales uncovers pain and fixes it […]
A Book That May Help You Sell In A Way That Feels Good
I have a simple goal. I want you to feel good about selling. I want you to be successful. That’s the goal of my upcoming book, Feel Good About Selling – Increase Your Sales – Keep Your Integrity. Yet, it’s hard to feel good about selling when so much of sales is off putting. Like […]
7 Reasons Selling May Not Feel All That Great To You
Your feelings about sales can likely be traced to a contrast with your core values. When sales is depicted as pressuring, pushing, or manipulating people, you immediately recognize that’s not who you are. The technical term for this is called cognitive dissonance. That is, you are not comfortable doing things that are at odds with […]