Selling 3.0

Excerpted from the book on mindful business management, Business Black Belt. What if your customers already want to buy? Your job then, as a good salesperson, is to engineer the deal. Sales techniques we learned in the past are appalling and ineffective, yet many are still in use — let’s revisit the sales process to…

Keep Your Eye on Selling

Excerpted from the book on mindful business management, Business Black Belt What have you done for your customers lately? As your business picks up momentum, it also picks up problems and you get further away from your customers. If sales drop, you’re in trouble. We always see a fall-off in sales and cash flow when…

Sales Leadership: Selling the Truth, Part 2

Continued from Selling the Truth, Part 1… Excerpted from the book, Business Black Belt Like a said before, I can tell in a heartbeat now if a salesperson is coming to pitch me because he or she wants the deal or if he or she thinks they have something I could really use. Sometimes it…

Sales Leadership: Selling the Truth? Part 1

Excerpted from the book, Business Black Belt We’ve all been watching TV pretty much since it came into being. We’ve all watched commercials as they’ve evolved. We’ve all seen and heard a variety of sales pitches, scams, and rip-offs, to the point that we are fine-tuned to fending them off. Now, a clean, straightforward sales…

Selling… What happens when a customer says, “Yes”?

Two stories from my recent past illustrate how having all of your “procedures and paperwork” aligned can mean the difference between closing a sale and having a ready, willing and able customer walk right out the door. One airplane broker made buying an airplane an “impulse buy!” What can you do…?