Being salesy turns people away, immediately. I love to compare this with dating because everyone is familiar with dating in some form. Imagine you were a man about to meet a girl for the first time in your life. …

Objections are BUYING SIGNALS! Embrace them. Think of your last major purchase — didn’t you want to be sure you were making the right decision? If they were not interested, they’d say ‘let me think it over’ to which you ask ‘what do you need to think over?” Maybe there’s…

One of the things that separate success and failure in sales are simply asking for referrals or introductions. Find verbiage that works and stick with it. I always ask that my clients put my phone number in their phone in case they have questions after we talk, but it also…

In our western society, we still see selling and talking about money as tacky or taboo, which is ironic given the capitalist construct we operate under. Historically speaking, our education system was designed to prepare people for life as a worker for someone else’s company, and for being compliant to…

One of the reasons this skill is ignored is because there is a misconception that only a certain personality type is meant for sales. Many people think Extroverts make better sales people. This has not been my experience. I’ve worked with and managed many different personality types and what I’ve…

There is a saying that people want to buy, but they don’t like being sold. Why? Because when you push people, you remove their ability to feel that they chose to buy from you and replace it with their feeling they have to buy from you. Human nature is such…

I think the best sales people do not think they are being pushy at all. Great brands are built on great stories. As a part of my series about how to be great at closing sales without seeming pushy, obnoxious, or salesy, I had the pleasure of interviewing Paige Arnof-Fenn. …

Never provide the price to someone that doesn’t want what you have and can’t tell you why they want it. Not only is this very important, but it should also make closing so much easier on the rep. Reps get nervous when they get to price, but all those nerves…

Social media is an amazing tool that I use everyday and I consider it one of the most important inventions in history. But it has taken away our human feel. The sound of someone’s voice or their laugh. One of the best things I think we can all do is…