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
Three minutes earlier the blond interrupted the conversation already in progress between the man and the woman.
- Should she remain or move on?
- The man is explaining why he made a particular decision. Is he being truthful?
- What does the brunet’s body language say?
- The blond should leave. If the brunet would have turned her feet (to point towards you the viewer), the other woman would have been welcomed into the group. She didn’t so this is a private matter.
- With his palms exposed and by forcefully gesturing while making his point, he feels he’s telling the truth as he knows it.
- She’d rather not be involved in this conversation. Three indicators: her distance from the man, her lean away from him, and her hands protecting her torso. Her smile is simply a “cover” and the least reliable of the cluster of gestures.
Posted in Body Language, Listening, Sales, Sales Management, Selling with Your Eyes
- Tagged communications, entrepreneur, management, meetings, networking, objections, presentations, sales psychology, Small Business, speaking
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
- 44% of salespeople stop calling on the prospect after one call.
- 22% stop after the second call.
- 14% after the third call.
- 12% after the fourth call.
- Thus, 92% of salespeople stop after four calls.
Combine that information with this:
- 15% of the prospects can make a decision within 1-2 calls.
- 15% within 2-3 calls.
- 35% within 4-5 calls.
- 35% within 5-7 calls.
Notice that 70% of the people you call on will not even make a decision until you get beyond that fourth call. If there is a magic number, it would be five.
But as long as a prospect is using a service or product I sell, I never stop calling. The reason: things change. Decision makers come and go, money comes and goes, needs come and go, and competitors come and go.
This information is from my book, Cold Calling for Cowards: How to Turn the Fear of Rejection into Opportunities, Sales, and Money available in ebook or paperback
Posted in Books, Cold Calling, Sales, Sales Management
- Tagged closing, entrepreneur, management, motivation, objections, persistence, personalities, presentations, sales psychology, Small Business
Michael Oher’s adopted father Sean Tuohy (The Blind Side) was interviewed by Seattle Times sportswriter Steve Kelley. Asked how Oher became such a dominant player to be taken in the first round, Tuohy responded that “His talent didn’t change. His confidence changed.”
If you’ve been in sales and business for several years treading water and not making the breakthrough you feel you’re capable of, it may not be lack of talent. Maybe it’s just the lack of confidence. There are hundreds of ways to increase your confidence. In Oher’s case, he needed someone to believe in him so he could believe in himself. Hang around with people who believe in you.
It’s where belief comes from: Doing little things you know you can do instills confidence. If you know you can make one cold call, make two. If you know you can ask for the business once, ask twice. Confidence grows with each small success.