Category Archives: Uncategorized

The One Sales Principle That Changes Everything

If I had to choose only one sales lesson to impart, it would be to adopt value selling. Sales for too long has been seen as pushing products onto people. Phrases such as “selling ice to Eskimos” and “Always Be Closing” have caused sales consultants to adopt pushy selling techniques, which in turn have created […]

Do People Really Buy Emotionally?

When I first heard that “People buy emotionally and justify with logic,” I couldn’t help but feel a little insulted. “I’m a rational person,” I consoled myself. “When I buy something, it’s because there’s a good reason for it.” Then I started thinking about my last purchase… Evidence #1: The Coffee Grinder My last purchase […]

What Is Your Sales Philosophy?

“I’m a philosophy major… That means I can think deep thoughts about being unemployed.”- Bruce Lee. When most people think about philosophy, it doesn’t come across as something that is particularly useful. In practice however, our personal philosophies are critical to our success. What I’m referring to are the thoughts and beliefs that we entertain […]

Do Labels & Titles Matter in Sales?

“It’s not what you say, it’s what people hear” – Frank Luntz. This is an interesting variation on the traditional “It’s not what you said, it’s how you said it.” Luntz highlights the importance of considering our audience’s perspective when speaking. Even when we are careful with our words and tone, we must always be […]

Three Intangibles Every Sales Consultant Must Sell

With everyone claiming they have the best product & services, it is becoming increasingly difficult for sales consultants to truly differentiate their offering. When buyers can’t tell the difference, they often resort to buying from the company with the lowest price… That is, unless they know, like, and trust the sales consultant. Therein lies the […]

How to Create a Sales Team without Commissions

Last week I wrote about The Dark Side of Sales Commissions, which highlighted that commissions can produce a self-centred focus, unethical practices, and a negative competitive mindset. Today, I will share with you three ways you can create a highly-motivated sales team without paying commissions. Hire people who believe in your cause In Simon Sinek’s […]