Friday, March 18, 2011

Live Life: Sell Well

A person wrote to me about how to be successful. I answered that if he worked and sold seven days a week for ten years he would be successful. However, he could be a failure at the same time.

It is important to LIVE LIFE. Then, and only then, Sell Well! It is easy for us to forget that we have a real life to lead, and that selling is what we do, and is not what or who we are.

Do you remember that, too.

Then again, I might disagree with what I wrote!

Monday, March 23, 2009

They don't get it!

The problem with congress is that they don't get the way that sales people are paid. That's the reason why everyone is nuts about the AIG thing!

Sales people are willing to give up 90% of their salary in the basis that they will be able to sell something that will get them more money. That's called a COMMISSION. It is the very basis is every sales person's job, and if you are outraged what has happened at AIG you should be, but for the wrong reason.

The fact that these guys played by the rules that AIG set up and made the money is the right thing. The fact that congress then says that the rules have changes is wrong. They are going to tax the money so the sales person, whoever he or she is, will not get the money. That is wrong.

The sales people played by the rules and the fact that AIG is still in business means they should be paid. I don't care where the bailout came from; if the government did not agree, then let the company go belly up.

But that is not what happened. The company is still alive. Let them have their money.


Monday, March 2, 2009

Been away too long

I realize that I have been away from this site for too long. Max, my good friend reminded me as much this evening, and I felt that it was time to tell you what I have been doing. We have finished another two books, started a new company, expanded another, and have been working on other projects. But, in all, it still brings me back to sales,which I really enjoy. I have been writing in which is a new web site, and I hope that you will meet me there.

But from now on I will try to come back here at least once a week, so long as you continue to write to me.

Good Selling,

Thursday, October 2, 2008

It's all about life style

Get real, and stop selling on price!

Too many times I see sales people, who work with small businesses, talk about savings; and it just doesn't work.

First of all, most of the businesses that we sell to are small businesses. The owners maybe concerned about savings, but in reality, how much are you going to save them.

For the small business owner, it is about their life style not about profit. It is about their boat, or car or house. They are happy with the status quo, and when you start talking about modest savings they push back and really never react.

Now, you are right, you can not say to them they can buy a new boat with the savings.

And you should never do the dumb thing such a saying "What would you do with the time you would save?" I had that asked of me once to prove that I would save 10 minutes a day with a better machine.

What you need to do is make a good business argument of why your product will help them run their business better than before. If they don't see that, they will not buy.

This idea of "think of the savings" doesn't cut it.

Good selling,


Monday, September 29, 2008

85-90% rule

Here's something to think about. In a study that I found it was determined that between 85-90% of companies, or individuals who leave their current vendor do so because of a screw up.

That is to say, the current vendor screwed up so badly that they drove the buyer away into the hands of a new seller...perhaps you!

This now begs the question of how to stay in the front of the person who is not buying from you, but one day, will be looking for a new

How much contact do you have with non-buyers. Most sales people will say that it is limited since that is the job of marketing. You and I earn our living by selling, we need to find ways to be more visible, even with the marketing support.

Are you sending out reminders? Are you emailing with ideas? Are you calling with invitations to events that might interest them? Are you letting them know that you are interested in having their business if not now, then later?

All of these are important reminders for you. Never let them forget you.

Good Selling,


Saturday, September 27, 2008


This maybe the time for a new vision for yourself.

What does that mean to you, the sales person who is facing one of the most difficult economic periods in recent years?

It means that you no longer can count on the same goals and vision that you had for the future, and now maybe it is the time to reevaluate. I was thinking the other day, of all the times that I had to re-invent myself and my company. The rules are changing, and you need to change, too.

The way that you have sold always worked for you. At least it did so long as the customers were buying.

But now that things are more difficult, you may find yourself working up hill. People that usually buy are buying less, and the new sought after customers are staying with their current vendor.

This means being realistic as to how, when and where will you sell. It may mean that you have to change some methods, maybe work longer hours, or even change jobs. Whatever it is, hold on, for the ride will get worse.

Good selling,


Sunday, September 21, 2008

Ownership and sales

I was thinking today how important it is for the salesperson to take ownership over their own career. I was reading about Lincoln and came to conclusion that he was forced to take ownership over his fate; the civil war. Because he did he was able to see through the fog or reports that he received, and make clear decisions.

You, too, are surrounded by fog...or noise...which clouds the decision making process. If you owned the situation, and realized that all the smoke, the fog, the noise only impeded your true potential, you would be better off. You are in control 99% of the time, it just doesn't appear to be that way.

Next time something happens, take control, own the situation and not let others tell you what, how and when to solve the issue.

Good Selling.