Are Prospects Like Cats? If you think about it, prospects are sort of like cats; if you chase them, they will run away. (The photo is of Zoey, adopted from the Virginia Beach SPCA two years ago.) Sweet talk and treats can persuade a cat to approach you, like presenting benefits to prospects.  The “what’s in it for...

Delivering Happiness What if once a year your company holds a Bald and Blue Day? If you want to show company spirit you can either shave your hair or dye it blue? And imagine if one of the people shaving his head is your boss? Welcome to the rather wacky world of Zappos.com. It’s an online shoe and merchandise company where...

The Secret to Handling Objections What exactly is an “objection”?  Webster’s dictionary defines “objection” as “an expression of opposition or disapproval.”  But that is not always the truth.  Sometimes it is a “get you off the phone” objection. “Handling objections,” ...

Avoid Motivational Bankruptcy The president of an office supply company was recently lamenting that his sales people were not operating to their potential. “Motivationally bankrupt,” he said. This is a very common complaint in any area of business. However, it is usually the managers who unconsciously demotivate their...

One Question Generated a New Sale Here is a surprising fact for you:  Results from a recent 15-year study found that 80% of salespeople failed to close the sale when the buyer was ready! So. . . it is interesting that this buyer (me) was not ready to buy, but ended up ordering a new service I did not intend to purchase because of the...

3 Tips to Change the Way You Feel About Cold Calling During the first year I sold office equipment supplies by telephone, cold calling was something I dreaded.  Until I discovered how to change the way I felt about cold calling and prospecting.  I found that when I came to the office in a terrific, cheerful mood – feeling great and full of energy – the...

How Mike Morris Increased the Sale by 80% Did you ever have a sales experience that took you by surprise? Here is one that surprised me: On a warm summer day last year, my friend Tom and I walked into the Travel Gear store at a local shopping mall.  We intended to purchase just one specific product. The store manager, Mike Morris, greeted us with a...

What You Don’t Know May Shock You Unfortunately, in politics it seems that negative campaigns have an effect.  Some candidates that are willing to do or say anything to win have been successful. Locally, here in Virginia Beach, the cable company began – a few years ago – using negative (negative against their competitor) and...

Are You Working Too Hard to Find New Customers? One of the greatest thrills in business is acquiring a new customer, but it is surprising how many businesses are so caught up in the excitement of acquiring new customers that they do not spend enough time or money on unlocking the value of their existing customer base. It is amazing how often businesses...