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05.05.10
The Polished Presentation: Canned or Well-Prepared Improvisation
Dale Carnegie is quoted as saying, “There are always three speeches for every one you actually gave. The one you practiced, the one you gave and the one you wish you gave.
 
Like speeches, sales presentations can be summed up by the same quotation. After your presentation is history, you always seem to remember things you should have said, but either forgot or discarded during the “heat of battle.” All sales professionals can recall how much better their presentation would have gone had they said everything that needed to be said, made every point that needed to be made and anticipated and answered every possible objection.
02.22.10
Skill Versus Luck

Real gamblers don’t rely on Lady Luck, they study the game, know the odds and play the percentages. Good sales people don’t rely on luck, either. Being in the “right place at the right time” is not a matter of luck, but rather it is about preparedness.

12.02.09
The Basic Rules Of Sales: Sometimes Less Is More Effective

Sometimes it takes years for a salesperson to learn the basic rules of the game because no one has written them down. Or at least no one has written them down as “rules.” Older salespeople while training the new ones will often impart these gems of sales wisdom, but most sales training courses only touch briefly on some of these principles and then only in passing. Jill Konrath, author of Selling to Big Companies has enumerated The Seven Paradoxical Sales Principles, all of which may be found in the unwritten, unpublished Old Salesman’s Book of Knowledge.

09.24.09
The Close: Not tough to master

It was a seminar for salespeople held in New Orleans in the mid ‘70s. The stage had been set up with an overhead projector and a huge screen. The audience was about fifteen hundred strong, all salespeople from various companies in the area who had paid about fifteen dollars per person to attend the gathering. The speaker cleared his throat and the audience quieted down awaiting the presentation.

“Before we begin” he started, “I want to have the two strongest men in the audience to come up here.” Two big guys were encouraged by their friends and others in the crowd, rose and made their way to the stage. “Now,” continued the speaker, “I want the best looking woman here to come up.” A good-looking saleswoman from the floor was pushed forward and joined the trio on the stage. “And now,” said the speaker, “Surely in this group of salesmen someone has a $100 bill.” A bill was handed up to the stage. The speaker rolled the “Franklin” and put it in his ear, he motioned to the two big guys to hold him up as he leaned backwards. The woman was told to put her arms around his neck and hug him.

09.18.09
Stressed Out? Proper Nutrition May Provide An Answer

There is certainly a lot to be stressed out about today. The economic crisis, job losses, sales revenues eroding, business tanking . . . Many people find some relief by eating something, but what you reach for may only add to your stress, not relieve it. Munching on “comfort foods” like chocolate or ice cream gives a momentary sugar rush to the brain, but this is only temporary. Soon the brain chemicals heightened by the sugar leave and the stress returns.