sales success

My Holiday Selling Advice? Keep It Clean

The holiday shopping season shifts into high gear this week with Black Friday, and it's time to share my annual seasonal selling advice: Don’t be one of those brands, companies, stores or individuals that skate the fine line between ethical and manipulative persuasion. Whenever I talk about persuasion — on my other website, at speaking

9 Ways to Break Out of Your Sales Slump

We’ve all been there. Everyone else seems to be putting numbers on the board and you’re not. Here are some new numbers for you: nine key actions to break out of your slump and return to form. 1. Review your three greatest sales ever. Find commonalities: time of day, type of product, personality styles. Then position

Learn from Your Sales Successes

In my book, Accelerate the Sale, I detailed research by Tel Aviv University professor Shmuel Ellis, who conducted a revealing study of after-action reviews with two companies of soldiers in the Israel Defense Forces. He demonstrated that soldiers performing successive navigation exercises learned at a significantly higher rate — and improved their future performance — when

Referral Reluctance: What Are You Afraid Of?

In a recent post, I wrote about the importance of referral business and promised to share with you ways to consistently produce referral business. Here we go... With so much evidence proving why referrals are important – and enough consensus among sales professionals regarding the positive nature of referrals – why are they still underutilized?

Who Should Deliver the Motorcycle to Your Customer?

Here's a grand idea: What about requiring someone from the service department — and NOT the salesperson — to do the final delivery of a customer's new motorcycle? Why do I think this idea works? Well, salespeople are a predictable lot (I should know; I am one.). The moment we sell something, immediately in our head