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 [...]
Born in Scotland in about 1345 A.D. Henry Sinclair became Earl of Rosslyn and the surrounding lands as well as Prince of Orkney, Duke of Oldenburg (Denmark), and Premier Earl of Norway. In 1398 he led an expedition to explore Nova Scotia and Massachusetts. This was 90 years before Columbus ‘discovered America’! Prince Henry Sinclair [...]
The phrase ‘overcoming objections’ out-clichés most other jargon in the misunderstood profession of selling. ‘Objections’ are, supposedly, the roadblocks … the counterpoints that prospects use as protection during their struggle not to become customers. In vampire lore garlic, holy water and the crucifix are equivalent to sales objections. Traditional salespeople have, down through history and to this very day, been cast as hunters and [...]
The brand of the traditional salesperson has, is, and continues to be an outright disappointment. Currently, North America views salespeople (male or female) as: intrusive, persistent, biased, manipulative, not entirely truthful, invasive, unintellectual, self-centred, aggressive and potentially unscrupulous. Most salespeople do not deserve these labels, they do not deserve their bad press. Wait, allow me to correct that. [...]
Bob, a 50+ salesperson at a Nissan dealership assured me several times within the span of our 2-hour negotiation for a Nissan Versa, that he’d get paid whether I bought a car or not. I guess he wanted me to know that ‘commission’ was not his motivation for closing a sale. As often happens in [...]
If the salesperson I’ve hired is not generating sales, not meeting quota, not living up to my projections the fault is mine. I didn’t do my homework and as a result hired someone unqualified for the job. I refused so see that my products or services were no longer competitive. I believed salepeople should either sink or [...]
How often have you left an auditorium after listening to a charismatic motivational speaker feeling pumped, inspired and ready to turn your life around? How often have you read a powerful marketing idea on a blog or vowed to adopt one of the seven habits of highly effective people? How often have you made a New Years resolution and [...]
Marketing firms will tell their customers how important it is to differentiate themselves from their competitors, but to truly be seen by their target markets today, differentiation is not enough. They need to make a difference. This Christmas Kildonan Place, one of Winnipeg’s major shopping malls, made a difference. Like its competitors Kildonan Place featured [...]
Savvy business owners/managers know that REJECTION should not be accepted as a normal component of selling. The problem is most managers are stumped and do not know how to stem the rejection tide. They are held hostage by outdated selling methods and can only watch helplessly as their sales people suffer more rejection today than [...]
Sales people are told at the onset of their careers to expect REJECTION. It’s just part of selling. Wrong! Few professions would tolerate the level of rejection ‘selling’ endures without seriously examining their methods and motives, uncovering the defects and repairing them. It would be like NASA discovering a malfunction on one of their spacecraft [...]
