In today’s economic turmoil, the question facing all sales executives is how they can close business when no one is buying. This reminds me of my first sales position when I was hired by Royal Business Machines in 1980 to sell copiers. They just came out with the Royal 115 Copier, their first plain paper, … Continue reading Turning a Negative into a Big Sale
News Flash – The markets are in turmoil! Stocks are crashing! Credit is frozen! Everyone is cutting back on their spending! We are entering into a long recession! These are just some of the headlines all of us have been reading and let’s face it, they are depressing. While you can’t avoid the headlines, you … Continue reading Three Actions to Excel in Today’s Market
Earlier this month, I had the pleasure of introducing Steve Forbes at the 2008 National Speakers Association Convention in NYC. Putting politics aside, he emotionally grabbed everyone when he proclaimed this is not all doom and gloom. There is business out there, things will turn and hang in there. I don’t know about you, but … Continue reading Become #1 and Stay #1 in a Tough Sales Market!!!
Sales Wisdom From Scott “The Piano Guy” Houston Is there something you always wanted to do but have never gotten around to it and feel it may be too late? For me, it was playing the piano. I always wanted to learn, but now figured I do not have the time nor the patience to … Continue reading Sales Wisdom From Scott “The Piano Guy” Houston
When a customer says no to you, what do you think? Sales superstars know that real selling doesn’t even begin until the customer says no. If you don’t believe me, just ask Mike Evans and Steve Tolkach. Both Mike and Steve were honored by the Society of Industrial and Office Realtors (SIOR) this past January … Continue reading Does No REALLY Mean No?
The economy is bad. People are not buying. Business stinks and you can’t make a living these days. Do you believe that? If so, you need an attitude adjustment right now. Remember this: As you sit there thinking about how bad things are, someone is buying something from your competitor. So stop thinking about how … Continue reading 10 Top Ways to Sell More in a Down Economy
Who is Lawrence Tynes? If you are a football fan, you know it was Lawrence’s foot that kicked the Giants into the Super Bowl. Okay, it was a team effort. But at the end of the day, in overtime on a frozen field in Green Bay, the destiny of the entire Giants team rested on … Continue reading Titan Motivational Moment