Sell at Your Full Price, Avoid Giving Away Profits

Price and Value

I ran into a local Chinese restaurant at lunchtime to get a takeout order from the lunch menu.I asked if soup came with the order.The woman at the counter told me that they did not have soup to go with the lunch specials, just for dining in.I really wanted some hot...

Funniest or Most Embarrassing Phone Experiences

Humor and Silly Stuff

A few years ago we ran a contest looking for those embarrassing or funny phone experiences we love to share–or perhaps keep to ourselves. I had some requests to share it again for those that didn’t see it. We had 59 entries (see them all in the Comments...

A Sales Lesson From High Gas Prices

Opening Statements, Unique Value Proposition

So who isn’t moaning about the price of gas right now? Probably the heads of countries that sell us oil… that’s another story. I do have to give credit to Phillips 66 though. They ran an ad campaign a few years ago that STILL sticks in my mind. They...

Questions to Ask to Get Your Competitors to Sell You

Questioning

I’ve spent a lot of time on airplanes over the past 30 years flying to client training programs and sales meetings. Still do.  As a result, I’ve earned the right to be one of the guys sipping a drink in First Class that everyone else sneers at and hates as they walk...

Picking Just the Low-Hanging Fruit is Lazy Selling

Prospecting

Some sales reps make a career out of just going after the low-hanging fruit, not really uncovering, cultivating, developing and growing opportunities. Sure, they might get by, but they don’t come anywhere close to realizing their sales potential. What do you do?...