The JOLT Effect-Part I (A Book Review)

by | Dec 5, 2022 | Closing

Recently I finished reading a sales book on a topic that causes sellers as much heartburn and as many lost sales as anything, so I’m writing a two-part summary of this excellent offering by Matthew Dixon. The book is The JOLT Effect, focusing on overcoming customer...

Carnegie’s Advice of Advantages and Disadvantages

by | Oct 24, 2022 | Closing

DALE CARNEGIE (1888-1955), became famous by showing others how to become successful. His book How to Win Friends and Influence People (1936) has sold more than 10 million copies and remains very popular because of his illustrative stories and simple, well-phrased...

What Goes Around Comes Around

by | Mar 26, 2022 | Closing

Those of you who follow or read my weekly posts have heard over and over, “Questions are your best friends.” I write and train incessantly advising residential and commercial salespeople to ask more questions because that’s how to find the needs, wants, timetables,...

Distinguish Price From Cost

by | Jun 28, 2021 | Closing

As a commissioned salesperson you are accustomed to hearing prospects and buyers regularly tell you that “your price is too high.” My guess is that you squirm and begin sweating each time you hear this response. You no doubt possess a comeback or two that you answer...

You Can’t Push a Rope

by | May 10, 2021 | Closing

“So, when can I get back with you and continue our conversation?” We’ve all thrown out lame follow-up questions like the one above to the 50%+ of prospects that push back from buying now by saying they just aren’t ready to act. Of course, you want to say...

Why Salespeople Hate Proposal Follow Up

by | Mar 29, 2021 | Closing

As a senior citizen in my 70’s I consider having lived a fairly normal life, including experiencing my share of rejection along the way. For example: Dad; Jack and J.D. are camping in the backyard in a tent tonight. Can I go too? NO! Mom; I’m the only one that doesn’t...