Do you believe that today’s customer only cares about the price? Do you think that discounting or even losing money on deals is the only way to win a customer? I believe that price alone is not a strong enough motivator of buying, especially as a long-term strategy for a business or individual salesperson. Any…

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The biggest objection salespeople will get in their sales career is not from a customer but from inside themselves. This is why I believe it’s critical for a salesperson to learn life skills in addition to honing their sales skills. I use the word S.A.L.E.S as a memory word for some of the fundamental life…

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As part of teaching Sellchology – Selling through psychology, I teach salespeople that there are 8 primary influencers of buying behavior. One of those influencers is Higher Authority. Knowing how to positively and effectively use this principle will help sales teams influence customers at a higher level. The principle of Higher Authority is based on…

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Have I told you lately that I love you Have I told you there’s no one else above you You sell your cars with gladness and take away customers’ sadness Ease their troubles, that’s what you do  There’s a love that’s divine and it’s yours and it’s mine, selling cars And at the end of…

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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…

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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.…

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You should know by now that you need to brand yourself.  For a salesperson, branding simply means doing a few things to separate yourself from all the other sales people in your field and even at your store. How do you start developing a brand? There are 5 basic brand elements or ingredients you could consider…

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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…

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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…

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