Sales Psychology

5 Unique Questions to Ask on the Phone to Get Appointments

When you take a phone call from a potential customer, how confident are you that you can turn this conversation into an appointment? Many sales people do not treat incoming calls as excellent opportunities for prospects. Some even think, “If they were serious about buying, they’d come in instead.” I believe the reason many incoming…

Read More

How Introducing Objections Removes Objections

Do you know the difference between reactive and proactive service? Understanding it will make a big impact on your sales career and your customers’ experience. Let me use a common example of going out to dinner to illustrate it. Imagine arriving at the new restaurant in your town you’ve wanted to try with your friends.…

Read More

Why Should You Brand Yourself?

How memorable are you? If you learn how to become unforgettable, there is no limit to your success as a salesperson. Branding is one way to make yourself unforgettable. When I bring up the topic of branding, some people ask, “Why do I have to brand myself? I’m not a business.” Well, my friend, I…

Read More

7 tricks to increase sales using your smart phone AND 6 BONUS business building tips.

7 tricks to increase sales using your smart phone AND 5 BONUS business building tips. 1)      Walk fast, look busy, be a ninja. 2)      “Hello, is it you I’m looking for?” 3)      Show em what you’re working with! 4)      “I’m Waiting…” 5)      Stand in the rain with 2 umbrellas. 6)      “Meet my boss…” 7)      No…

Read More

Is your pay-plan like a Christmas ham?

Why your salesperson pay-plan may look like a Christmas ham…   What I am about to suggest just might be the most obvious and yet uncommon pay-plan idea you have ever seen and it’s all based on one simple fact… I have often wondered why we do some of the things we do in the…

Read More

Why you should stop "selling" and become an order taker!

In the next 4 minutes I am going to try to prove to you why salespeople should STOP trying to sell more cars and become order takers instead! Hint: The best salespeople in the country are order takers!     Okay salespeople, how does collecting over 250 referrals in one month sound?  One of my students…

Read More

How Higher Authority Influences Buyers

It’s Valentine’s Day! And I love salespeople   Is it weird if I say, “You complete me”, “You had me at hello”, “I’m just a trainer standing in front of a salesperson, asking you to love me”.   Yeah okay that last one was a little weird, sorry…   In this email I want to share…

Read More

3 Harsh Truths That Salespeople Need To Hear!

“Who cares, shut up, ask questions!” That’s what my wife of 12 years said after we walked away from the third salesperson who was trying to convince us we should buy from them. We were at The Home Improvement Expo at the Metrodome in Minneapolis and we left there with a stack of business cards,…

Read More