My grandmother had the legendary reputation in the Austin, Texas, lake country as being one of the best fishermen in the state.
Annie knew how to bait the hook. She had secret bait and hooking methods for the blue catfish, crappie, black bass, and the small mouth bass. Each bait and hooking method was subtly different. Fishermen tried to duplicate her methods to no avail. She could out-fish and out-catch anyone around.
As a 10-year old kid, my grandmother gave me my very first selling lessons. Know what you’re going after. Go where they are. Use the right size hook. Use the right bait. Hook the bait on the hook in a way that attracts the fish. Be patient. Be persistent. Never give up.
Oh, and when a cottonmouth water moccasin swims nearby, bop him on the head with the tip of your pole. You don’t need the competition.
This article is from my ebook Cast in Stone – 45 Sales Fundamentals That Should Never Be Tampered With, available at Amazon, the Apple Store, and Barnes & Noble.
Posted in Entrepreneur, Motivation, Sales, Sales Books, Sales Management, Small Business
- Tagged books, closing, communications, goals, management, networking, objections, sales psychology
One of the biggest complaints by business owners and sales managers is that their people never ask for the order. Having lunch with a couple of business owners in New Brunswick, New Jersey, one complained that there had to be some easy way to get his people to ask for the order.
There is. I gave him a 3 x 5 card and told him it was his. Make copies and give it to his salespeople and tell them to give it to the prospect just before getting up to leave the customers’ office. Then let me know if their sales didn’t increase.
He reported that not only did his people close more deals, but they had more fun doing it, and the customers always got a laugh out of it. It added to their expense accounts, but he said the new sales and new business was worth every penny.
What did the card say?
This is from my PDF ebook, Lunch? – 20 Sales Questions I’ve Been Asked Over Lunch, which you can get for FREE by going to my website http://www.FootInTheDoor.com and requesting your copy.
Posted in Books, Closing, Entrepreneur, Sales, Sales Management, Small Business
- Tagged cold calling, communications, goals, management, negotiating, objections, presentations, retail sales, sales psychology