I’ve worked with salespeople exclusively since October of 2003. I’ve been on the floor, in the cube and at the desk for almost 16 years now. For the last 7 of those 16 years, I’ve coached salespeople. Over 15,000 salespeople, just to clarify....
The most grueling part of sales is the follow-up. But the most profitable part of sales is also the follow-up. The average customer needs to be followed up with at least 17 times before they buy. What a pain-in-the-ass, monotonous, tedious, way to spend time. Still,...
It was 2009 and I drove a ‘09 Lincoln MKS. I wore designer jeans and Armani sunglasses. A co-worker of mine was riding to lunch with me at the time and he probably doesn’t remember this but he said, “If I didn’t know better I’d swear you were making a million a...
You can make all the sales in the world, but if you don’t provide the right service, each of those sales will be the last one for that particular client. You have to sell with a smile and service with a system. Service is what lures in referrals. Shitty service...
Objections are scary! At least that’s what 86.5% of all salespeople think. That’s a direct stat from the rectal extraction method used frequently at HCHQ. After all, 99% of sales is rectal extraction, in more ways than one. And yes, I made that statistic...
