I came across a workshop manual I wrote some 15-years ago on selling – what I called at that time Hi-Touch Selling and thought I’d share the following list as it succinctly sums up what selling is all about. Hi-Touch selling is the art of motivating people to want to do business with you – […]
Read MoreIn my early days of selling I had three mentors – actually they were the company’s three London (England) reps and I was required to spend time with each of them during my period as a trainee rep. Their job was to teach me how to sell. Bear in mind this was in the very […]
Read MoreWhat or who inspires you? I love quotes – it’s the ability of wise people to condense a pearl of wisdom into just a few words. Here a few of my favourites to help you with whatever challenges you are facing at the moment. “Six essential qualities are the keys to success: sincerity, personal integrity, […]
Read MoreThe first salesperson to train me was a guy called John Abel; he was new to the company too and had actually got the job I’d applied for. The reason I didn’t get it was that I was barely eighteen and had zero experience – I was taken on however as a trainee sales rep. […]
Read MoreI was talking yesterday to a telesales team working for a local software developer. They were a great group – young – energetic – and keen to hear from an old coot like me who’s been selling for some 50-years. I presented them with 20 habits that would help them sell more and thought I’d […]
Read MoreOne of my earliest memories as an eighteen-year-old trainee sales rep was being put with an older salesman called Albert, who was soon to retire. It was he who showed me how to complete the weekly expense sheet. It’s hard to believe these days, but at that time we were given a cigarette allowance – […]
Read MoreOver the years, I have taught hundreds of sales and marketing courses; from time to time while waxing lyrical on the basics of selling it would occur to me that I was no longer practicing what I was preaching. I suppose it’s a little like learning to drive. While under instruction we do everything according […]
Read MoreIn my first “Secrets of a Sales Rep” post I talked about the value of becoming a chameleon when selling. I failed to mention this last time, but it doesn’t mean you should be devious, or try to fool someone into thinking you are something you are not. It’s about respecting people enough to find […]
Read MoreI thought I do some regular posts about the secrets of selling I learned during my career as a sales representative in my twenties and thirties. I worked for a book publishing company so a lot of it was relationship selling rather than cold calling. The company would publish a new list of books every month […]
Read MoreOne of the most effective ways to sell more now is by having targets. It can also be the least effective way! We all know that if targets are set too low they don’t offer a challenge and if they are set too high they de-moralize us. We also know that that sometimes sales managers set the targets […]
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