The absence of stress in selling would be welcomed by buyer and seller. Today's 'sell-to-close' selling model, introduced in North America in the 1960's and widely used to this day, no longer serves our sophisticated, time-starved buyers and sellers as it once did. 'Sell-to-close' selling tends to waste time and money. Most notably neither salespeople nor the prospects [...]
As the name SKAKUM SCHOOL OF SELLING becomes widely known in the marketplace I am being asked with greater frequency my intention for starting the School. My answer: "To create a learning centre of selling excellence ... twenty-first century selling principles that recognize the most potent selling catalyst of all ... the business executive ... the [...]
The time has come for selling to evolve to a higher state of consciousness. The iconic salespeople of the future will be women. Women will take over the profession. Jay Forte, a nationally ranked thought leader and president of Humanetrics had this to say about women in the workplace. “The biological feminine attributes of communication, [...]
You have a choice. You can insist your sales staff sell like SALESMEN and limit their success, your company’s success and the success of the entire sales profession, or you can teach them to position themselves in alliance with their prospects, customers and competitors instead of as adversaries. The traditional selling model most companies subscribe to [...]
NEW SERVICE ... Peter Skakum offers his 'Increased Sales, Respect & Admiration' sales education and coaching program on SKYPE. For the first time North American sales professionals, sales managers and business owners can access live, one-on-one sales coaching with Peter Skakum on Skype. Weekly, one-hour coaching is now available on a first come-first serve basis. Coaching rates [...]
An entry in a blog belonging to the Economic History Association titled ‘Economic History of Retirement in the United States’, presents a stark reminder that retirement has been an artificial concept that was not always an accepted notion. It reveals that the participation of older men in the labour force declined from a high of [...]
Examine your motivations. Why would you accept a job offer from a company seeking to hire a salesperson? Is it salary, commission, benefits, travel, prestige, perks, the adrenaline-rush of closing a sale, is it about satisfying your innate ‘hunter’ instinct, the challenge of meeting and exceeding quotas, or is it a sense of duty and loyalty [...]
As a Canadian I am neither for or against Jerry Brown, but this article is emblematic of why retirement is losing its currency in North America, in my opinion. At 72 most men and women are at the top of their intellectual game. Pasture is hardly the place for them. 72 the new 52 ??? [...]
Companies with proven products or services, with established territories consisting of satisfied customers often remunerate their salespeople on a commission-only basis. These companies value their sales staff and know that commissions from repeat sales will adequately reward them as they prospect for new clients and increased sales from existing clients. Make no mistake, the candidates chosen for [...]
