When cold calling Canadians, you’ll want to keep a few things in mind. Just as diverse as Canadians Alex Trebek, Shania Twain, Mike Myers and Celine Dion are, so too are the Canadian people. Canada is a polite, resilient multicultural nation. We thrive on our individuality and respect the customs of our indigenous people, and [...]

Going back to basics and having focus on what made you successful in the start of your career (learning, learning, and learning) becomes vital in selling in these difficult days for the sales profession. In fact, one of the rewards of a successful sales career is the stimulating learning process – it’s never dull unless [...]

The secret of being successful in selling is the ability to transmit your energy and your enthusiasm about your product or service. If you fail to do that, you will not sell. In Selling is Better than Sex, I will take you through the essentials of successful selling with a humorous twist; illustrating that business [...]

Many sales are lost because salespeople assume they know what the customer wants. Sales people like to made assumptions of knowledge about what the buyer wants and needs, or sometimes more important why the buyer might be motivated to buy. Using one’s instincts and sixth sense is fine in the equation of success, but it [...]

It is not what the product costs, it is what it saves and earns for the buyer.  Remember this when you speak with your customers. Action Step Cost is simply one element of the transaction. If a client can be convinced of the added value of a product – how much it can save them [...]

Your persistence may get you that first client meeting, but the ideas you propose about how to improve their revenue or business situation should be your strongest selling points. Once you have a foot in the door, use the opportunity to the maximum. The focus should be on the benefits and value to be derived [...]

Remember that the person who asks questions at the meeting is the one who controls the conversation. We have two ears and one mouth so that we can listen twice as much as we speak. Ask the question, and then shut up and listen to what your prospect is saying to you. Action Step You [...]

Few months ago I did a little investigation to see how salespeople succeed in arousing interest. I was standing in the sunglasses store one evening and watching sales people in action. A woman walked up to a girl and asked:  – “Do you handle ladies’ sunglasses?” – “Yes,” she replied. – “I would like to [...]

A prospect may be interested in your product but if he thinks your prices are too high this may destroy the desire he has for it. The best line of approach in this situation may be to reiterate the quality of your product; the excellent service that your company offers; and to remind the prospect [...]

The customer doesn’t want to see the value in your product; he wants to get the value from your solution to his business problem. He must perceive unique value from you. If he cannot differentiate you from the competition, there is no reason to buy from you. Action Step Selling is the one area where [...]