Tag Archives for " sales "

10 Why The Attention Barrier Is Killing Your Sales – And How To Fix It

Are your sales where you want them to be?sales barriers

Are they slow…or even non-existent?

Deep down you know that you have a quality offer that your prospects would jump all over if they just gave it a good look.

But for whatever reason you can’t seem to get them to slow down long enough to seriously consider it.


The Attention Barrier

I call this phenomenon the Attention Barrier – and it can wreak havoc on your confidence in your offering.

If you’re experiencing this issue, chin up. You’re not alone. It’s one of the most common sales barriers regardless of if you sell face to face, over the phone, online, or in print.
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4 Business Sucks Because You’re Not Sold

You Sold?

The reason most people fail in selling is simply because they don’t believe in what they’re selling – or who they represent.

Remember: No customer is ever sold until the salesperson is sold.

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This week I was talking on the phone with one of my blog readers (yes, I do that sometimes) and we were talking about some of the things that are going on in his company.
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Is It Time To Fillet The Big Fish In Your Little Pond?

Recently, a friend of mine shared a story with me about how one of the long-time salespeople in his organization was (seemingly) suddenly let go. My friend seemed shocked over the news. This person’s numbers were still among the best in the company.

I had an idea what it might be…and asked him several follow-up questions to validate my assumptions.

I asked him if the company had recently been growing and because of it had brought on new people. He said, “Well, yeah…we’ve had a lot of growth over the last couple years, and we’ve brought on several new sales reps.”

My next question was, “Are some of those new sales reps posting good numbers and getting some internal buzz because of it?” To which he said, “Oh yeah – two of them especially have done a phenominal job.”
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11 I Don’t Trust You


Yesterday’s post was about how some social time at a convention helped me build rapport with some potential prospects.

But what if you don’t have those kind of opportunities in your business? What if you’re in inside sales and speak to your prospects only over the phone? What if you run an online business and most of your prospect contact is done via email?

No problem.

In yesterday’s post I promised you a simple yet effective tool to help you overcome that initial, “I don’t trust you” reflex of your prospects.
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When To Walk Away from It All


A lot of us are busy. 12 hour work days and 6 or 7 day work weeks aren’t really that uncommon anymore. That’s why one of my pet peeves is people who bitch excessively about being soooo busy.

Don’t get me wrong, I don’t mind someone saying, “Man! Things have been busy at the office lately.” That’s fine…and probably a lead-in to an interesting conversation. What I’m talking about are those people who go on and on complaining and sighing about their super-hectic schedule as if no one else on the planet has ever been as busy as they are. You know who I mean.

That being said, I have been soooo busy lately. (Sigh!)

Kidding, kidding…
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The 8 Qualities of People Who Crush Their Goals

If you have ever fallen short of a goal that was important to you, I know how you feel. You feel like you made your best effort, but you still fell on your face. It’s frustrating, confusing, and a blow to your ego. I get it.

The problem is that it’s very easy to get bogged down in over-planning, procrastination, and self-doubt. These things are time and energy suckers. You can literally waste days, weeks, and months living in this world – and not realize it until it’s too late.

Good news. You could be just one or two small adjustments away from turning the corner and crushing your goals.

Here are eight qualities that exist in people who routinely do just that. Adopt these qualities and watch how your performance improves.
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1 This Is Not Your Grandpa’s Marketplace


In most industries, competing businesses typically compete with each other in the same ways, according to the same rules, with nearly the same products and services – and to the same exact customers.

When a marketplace becomes crowded and a company wants to stand out in order take business away from the competition, they normally have two choices: They can choose to compete on price – or they can customize their service somehow.

Neither of these is an ideal option in the “new marketplace” and I’ll tell you why:
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4 Dropping The S-Bomb


At the bottom of this post is a photo I came across in my iPad tonight. It makes me laugh every time I look at it. Tonight it got me thinking about how the general public views salespeople.

I’ve always found it amusing (and a little sad) how most people react to the word “sales.” Even more dramatic is their reaction to the word “salesperson.” To many people those are words that conjure up images of swarming sales associates like the guys at the car lot in the movie Cadillac Man or lying swindlers like the crew in Tin Men.

Because of movies like that – and maybe because of some bad real-life experiences with salespeople, a portion of the public has branded “sales” as a dirty word.

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Outside Your Comfort Zone – Are You All In?

All In?

Through repetition and over time I have noticed that when people are asked to take on a new task or embrace a new idea that is outside their comfort zones, they normally react in one of two ways.

It’s either Bitch and moan or I’m all in.

The Bitch and moan people are experts at finding a cloud in the silver lining. They behave this way out of fear and seem to live by the motto, “But…but…we’ve never done it that way before!

The I’m all in people are also scared when they try new things. Change is scary sometimes. But these folks are way more motivated by the possibility of pulling off something significant than they are motivated by fear of failure.
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