Halifax businesses continue to evolve. When Halifax was founded in 1749, sailing was truly the conveyance of commerce. It moved products, people and the concept of 'selling' to this brave new world. Since those times selling attitudes, online or off, have undergone little in the way of progress. The words SALES TRAINING themselves immediately indicate [...]
'It was the best of times, it was the worst of times ...' In 1859 when Charles Dickens wrote these twelve immortal words to open his classic novel, A Tale of Two Cities, he could just as easily have been referring to SELLING. Why? Because selling can be best or the worst depending on how [...]
Chris Clarke, in her book True Family Wealth, had this to say about the creation of wealth. 'Manipulating to get what you want is not the same as inviting what you want. The first is control and take. The second is to invite and let go. To maximize your chance of attracting your desired outcome, [...]
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 [...]
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 [...]
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 [...]
