Billy Joel and Elton John: Sales lessons from their concert

Sales Vocabulary

I had the opportunity to see the Rolling Stones kick off their US tour in San Diego a few months ago. What was most mind-blowing was how Mick Jagger at 87–or whatever he is now–bounced around stage like he did when he was 30. Great concert overall. But one...

How to “Seduce” Your Buyers With Passion Techniques

Sales Vocabulary

I find sales training in everyday situations. The entire world is my lab. You can too–if you look for them. In reading an older issue of Men’s Health magazine, there’s a great example right there on page 88. The article is “Woo Her With...

Avoid These Words That Kill Sales

Blog, Sales Vocabulary

From the mailbag: “Art, an email I received from a vendor, in response to a question we asked about a policy issue, started out with, ‘You’re not going to like this, but …’ “I continued reading, now feeling bitter. However, what was...

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...