The Truth About Sales Scripts

Sales Vocabulary

Any time I hear or read a sales trainer, manager, or a rep demean the use of sales scripts, they lose credibility with me. Sometimes the problem is in their definition and perception of a sales script, which usually has more to do with the delivery, such as reading...

The Quickest Way to Increase Sales

Sales Vocabulary

Here’s a question I received the other day: "What is the best, quickest way to increase sales by phone?" At first glance I dismissed this as one of the many questions I often get from people who think there is a simple, easy answer to doing well in...

How to Sound More Credible and Persuasive

Sales Recommendations (presentations), Sales Vocabulary

It was finally my turn in line at the Department of Motor Vehicles. I was hoping the simple transaction wouldn’t take too long. The computer had other ideas.   While a clerk, a manager, and a person who, I guess, is paid to simply observe such things...

“Free” In and Of Itself is Not a Benefit

Sales Vocabulary, Unique Value Proposition

A guy working a booth for the US Airways VISA card at the Phoenix airport stood in the middle of the concourse yelling to anyone who would listen, “Free stuff!” He apparently was giving away some type of t-shirt or stuffed animal for signing up for their card. I...

Sell Like Obama

Sales Recommendations (presentations), Sales Vocabulary

Campaigning for office is sales.   And the office of President is perhaps the ultimate sale. Regardless of your personal political view, you gotta admit, Barack Obama can flat out sell.   He had Invesco field rocking last night louder than after a Bronco’s touchdown....