If you want to be more successful in sales, simply examine how you own your business. Successful sales people own their business in three ways every day: they own the past, the present and the future. Own Your Past It is an established fact that the easiest way to build Read more…
Imagine you just moved in to a new apartment complex and you decided for have a “meet the neighbors” soirée. You take the time to print up nice invitations for guests, spend a few dollars on food and adult beverages… you even dust under all the nicknacks. Now imagine during Read more…
There is a retail customer for whom value is not a concern, quality is an innocent bystander and the lowest price is the sole focus. This customer has unrealistic expectations fueled by ill-informed confidants and the the latest “Never pay retail price for anything” article. Even worse is when the Read more…
When was the last time you received service that was so amazing you were prepared to give a referral on the spot? For me it was last month at a great little tapas restaurant outside of Boston. My wife and I had one of those uber-professional waiters who don’t carry Read more…
Prospecting is the soil in which sales careers grow. Like farmers planting this season’s crops, sales professionals do amazing amounts of research, leg work, and phone calling to turn prospects into paying customers. While no specific prospecting activity is guaranteed, we know that consistent, high quality prospecting always results in Read more…
In the mid 1940s, a groundbreaking experiment was conducted at the University of Minnesota to study the effects of starvation on humans. In a controlled environment, volunteers ate a severely reduced diet – similar to those in concentration camps – for 6 months. All the while, physical and psychological testing Read more…
Projection has always been blind spot for sales professionals. We all have been told some version of the “millionaire dressed like a bum” retail sales parable! At its core, this is a warning not to allow your personal bias interfere with your job as a sales professional. This parable has Read more…
How many more times do we need to read about the end of Retail Sales? Each week there are more articles touting the rise of AI in the retail sales environment. Every month there is a news report of a major brick and mortar store closing its doors and moving Read more…
Everyone in sales wants to get a referral. We have all heard stories of that special sales professional who has a completely referral-based practice. We all want referrals because we know their power. The question at hand is “Why don’t you receive more referrals?” Defensively, many sales professionals will react Read more…
Talking to salespeople about referrals is an interesting exercise! We all know and understand the value of referrals. We have all received the unexpected referral from a customer we couldn’t really remember. We also know (or know of) that sales professional whose entire practice is referral based. How is it Read more…