Monthly Archives: January 2010

The Sales Pendulum

Hello and thank you for visiting my blog. Today I want to show you a tool I use for myself and my salesmen, both when things are going well and when they are not. The Sales Pendulum. It helps you … Continue reading

Posted in Goal Setting, Regular Mistakes, Sales Personality - Core Values, Sales Techniques | Tagged , , , , | 5 Comments

Invest In Yourself, Your Most Important Financial Asset

Hello and thank your for reading my blog. One question that surprisingly many people get wrong is; What is your most important financial asset? Your car? Your house? Your job? Other real-estate? No! It is your own ability to make … Continue reading

Posted in Personal Growth | Tagged , , , | 4 Comments

10 Tips To Sales Success

Hello and thank you for visiting my blog. Last week I spoke to the top salesmen at my firm and asked them to give me their top 10 tips to be a successful salesman. The best way to learn is … Continue reading

Posted in Sales Techniques | Tagged , , | 3 Comments

How Do We Buy? Summary Article

Hello And thank you for visiting my blog. I have recently written a series about the buying process seen out of the buyers perspective. It is an important insight for a salesman to understand their customers and that is the … Continue reading

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The Dangers Of Missing The Needs Analysis

Hello and thank you for visiting my blog. In an earlier post ( Sales Process part 4 – Needs Analysis, Whats in it for me? ) I wrote about the needs analysis and why it is so important. Today we … Continue reading

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It’s All About The Customer – Think About What They Want, Not What You Want!

Hello and thank you for visiting my blog. In all your actions with the customer, think about what their motives for making a purchase are. Saving time, saving money, making more money and on and on. If you focus on … Continue reading

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Don’t Fear The Customer

Hello and thank you for visiting my blog. A problem every salesman faces one time or another, is fear. Fear of the customer. Often salesman don’t dare take the risks you need in order to make a sale and have … Continue reading

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Don’t Be Afriand To Ask For The Order

Hello and thank you for visiting my blog. One of the greatest fears of many salesmen is to go for the close once you have built up a great report with a customer. Everything is going so well you have … Continue reading

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Thinking Customer in Closing Techniques

Hello and thank you for visiting my blog. When going for the close, often salesman only have one thing in mind. Namely, how do I send the bill and how do I make money? This is not what the customer … Continue reading

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How Do We Buy? Part 6 – That’s Is Why We Buy Again!

Hello and thank you for visiting my blog. In this final series about the buying process we will be looking at why a customer sometimes repurchases a product or service, even though it didn’t work and why a customer might … Continue reading

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