Five Ideas to Accelerate Your Own Understanding of What You Sell

Last time, I focused on key ways to communicate the features, advantages and benefits of your product or services. Here are five ideas to further accelerate your own understanding of what you sell. 1. Review your product literature at least once per month. Yes, that means contracts, too. You’ll be surprised by how many details

How to Communicate the Features, Advantages and Benefits of Your Product or Service

If you’ve given serious thought about what you sell and participated in this sales exercise, you now have a ton of useful expertise regarding your offering. Now let's harness that for the time-honored sales skill of communicating features, advantages and benefits. A feature is any attribute or a characteristic of your offering. The advantage is

Sales Exercise: Are You the Expert You Think You Are?

How much do you know about what you sell? Here's an "offering expertise exercise," and just as with physical exercise, this will only produce results if you actually do it. Take a blank sheet of paper and create three columns across the top of the page: What We Have, Do or Offer             How It Works            

Do You Know How Your Product Works? You Better!

In a previous post, I described the importance of truly understanding what you're selling. As part of that process, you need to know how your product or service works. You must be able to describe your offering and any of its components in at least one (if not all) of the following three categories: mechanical, procedural,

How Much Credibility Do You Have?

Success in selling is tough to achieve if you don't have credibility as a sales professional. And credibility cannot be achieved if you do not possess the following three attributes: expertise, track record and respect. 1. Expertise Expertise means that you actually comport yourself as an expert. Experts’ opinions are believed and sought. You want

Convince Yourself to Make 2018 Your Best Year Ever

Whether attempting to sell more motorcycles, pursuing a new managerial position or convincing your boss to give you a raise, we all talk to ourselves before we take action. Many psychologists have labeled this ongoing mental dialogue as “self‐talk.” These internal comments impact thoughts, emotions, actions, and ultimately careers and life itself. The following quote,

My Holiday Selling Advice? Keep It Clean

As the holiday shopping season reaches its peak in the coming two weeks, retail professionals will be busier than ever, and your job is to persuade shoppers to buy what you’re selling. My advice during this critically important but potentially lucrative and exciting time? Don’t be one of those brands, companies or individuals that skate the