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“Gotchas” are Toxic to Sales

My preferred hotel chain was booked recently so I scanned online for a new one. I found one nearby with a competitive rate and made a reservation. The stay was fine, but when I checked out, there were two “gotcha” surprises. Read more »


How To Be a Likable Salesperson

Have you ever wondered why some people are so darn likable?

You know the type . . . you are at a party meeting new people, everyone is a little uptight, and along comes someone who you immediately relate to, who makes you and others relax, who you walk away and later say to your husband/wife/date . . . “I really liked that Bob. He was really nice.”

What’s going on here? It could obviously be very helpful to us as salespeople to understand as much as we can about this phenomenon. So let’s see what makes someone so likable. Read more »


4 Ways to Move a Decision Delayer

We have all run into this prospect . . . you have met several times and the vibes are good but the client just won’t pull the trigger.  The reason:  Fear. Specifically, fear of making a mistake.  Decision procrastinators are much more afraid of the pain of making a mistake than the benefits of making a decision.

Once you have determined that you have a scared decision maker on your hands, you may need to counter in the only language he/she will really relate to . . . risk . . . and this can be done in a couple of ways. Read more »


Customers Behaving Badly

The customer is always right . . . right?  Well, maybe not.  Not, for example, if he is abusing your people or costing more than he is worth in unreasonable maintenance.

One of the keys to building a great sales team and a great company is to develop and motivate a group of happy and engaged people. Studies consistently show that happy people are more productive than unhappy people, and when a customer is working over our people and we do not support our folks, they can quickly lose trust and loyalty in the process. Read more »


The Remarkable Power of Confidence

Confidence is one of the most compelling and contagious emotions in the human condition. It is easy to see why . . . life is full of uncertainty so it is unusual and immensely attractive when we run across someone who is supremely confident about a vision, an idea or a proposition. Read more »