Sales People are Evil, Money-driven Vultures. Right?

Every single one of the hundreds of sales people I’ve had conversations with over the past few years will point out that they’re not like everyone else. They need to sell something they believe in, offer it to clients in a morally defensible way, and through that have a positive impact on their clients organisation. In addition, when we work …

Descriptive Sales Questions: Forcing Thinking

Everyone knows and agrees that asking questions is extremely important for Sales Professionals. Earlier today I read this excellent post on the topic of open and closed questions by Sales Guru, Stephan Derksen. The post provides excellent specific examples and suggestions you can easily use in your own sales work for information gathering, qualifying, and building rapport – go read it! What is …

Repeat Your Customer and Sell More

Just heard something really startling: if you’re a waiter who takes an order, changes are about 70% higher of getting a tip if you repeat your customers order out loud, than if you just go “got it”. 70%!! This is all about how you acknowledge what your customers just told you. If you respond to any request with words or …

Avoid this Major Questions Asking Mistake !

Every day, we all ask questions. To sell something, to get to know something, to get to know someone better, to understand… One day it dawned on me that when we ask questions, many of us make a disastrous mistake: We suggest answers, and thus direct our conversation partner’s thoughts in a particular direction, limiting the answer that we receive. …

What’s Most Important in Sales: Drive!

Recently I participated in a discussion in a LinkedIn group for Sales & Marketing Professionals in the Netherlands. The discussion was in Dutch, and you should feel free to go have a look at it here: //ursal.es/Vrk4wa (might have to join the group to read). What’s your input? What’s most important for a sales professionals success? My gut feeling response was, I …