Jim Gaffney

Have you ever been approached by a salesperson while walking into a retail store, and in that very moment you say to yourself, “Oh my goodness. Here comes one of these salespeople.”

These are three taboo conversations that we are taught from a very early age to avoid. On sales calls, however, the conversation on money should not be avoided.

Everything you do while networking should enhance the rapport and build trust of the person you are talking to. Read this blog for some slight edge tips for effective networking.

Every successful sales person should have four major strengths: Ambition, commitment, responsibility, and outlook. With those four major strengths, usually come five major weaknesses.

If you’ve been selling for a while, you know a buyer can renege on a sales deal even after he or she has signed your contact or purchase order.

The big question is this: Why do so many salespeople allow prospects to treat them like children? And why do salespeople take it and not realize how it happens? Especially, when doing so torpedoes their sales calls.

A cookbook for sales are the “ingredients” or sales activities you should be doing to achieve optimum results. But how do you develop a cookbook?

In Three Steps to Sales Success, Part I, we covered the need to pause when you ask questions of prospects, and to ask open ended questions to learn their pain indicators and pain(s). Now, let’s take a look at questions that best prompt a prospect to open up to you.

If You Don’t Know the Number, Then Read On... If you’re not getting referrals or not getting enough of them, you’re walking away from sales and revenue. Not convinced? Then, run these numbers for yourself to see how much money you’re losing when you don’t ask for referrals.

At times, sales people run into snags when preparing their personal strategic plan for the New Year. They know what they want to say, but find it difficult to put it into words. If that’s you, then why not try something different? How about using pictures to express your strategic sales thinking?