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Blog

My Holiday Selling Advice? Keep It Clean

As the holiday shopping season kicks into high gear, 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 fine line between ethical

Black Friday Tip: Take Your Buyer’s Photo and Then Close the Sale

Black Friday is next week (Thanksgiving is early this year), so make sure your digital camera is fully charged. You’ll want to take lots of photos that day. You can literally put your buyer in the picture. I tell powersports retailers to take a digital photograph of their prospective buyers when they are considering which

The Role Emotions Play in Sales Success

More than 400 words exist in the English language to describe “emotion.” In fact, neurologists have even identified distinctions between emotions (the automatic brain response) and feelings (the subjective way we interpret those emotions). Depending on how thinly you’d like to slice the topic, you could literally list dozens of human emotions — from acceptance,

How Much Credibility Do You Have?

In recent posts, I wrote about ways in which you can gain and lose credibility. Now it's time to evaluate your current level of credibility. 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:

Four Ways to Elevate Your Credibility

In a previous post, I wrote about four ways you can lose credibility. This time, I'll cover four ways to build more credibility in the eyes of everyone you encounter: 1. Realize that nothing breeds success like success. Publicize your successes, but don’t boast about them. Demonstrate your triumphs, relate your victories, repeat your progress. This

How to Successfully Sell an Idea

Selling an idea is a lot like making a persuasive presentation; the biggest difference is that ideas lack tangibility. You’re not soliciting donations, rallying for a raise or convincing an on-the-fence customer to choose between a new or a used model. Rather, you’re making something concrete out of the abstract. This requires some creativity on