Don’t intentionally misrepresent anything.
Never, never, never lie to a customer. About anything. Ever. Period.
Fix any important misunderstandings that you can.
It’s possible that your customer will form incorrect ideas about some of the products you represent or the services that come with them. It’s also possible that they will misunderstand things about your competitors, and about [...]

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There are hundreds, perhaps thousands, of different sales closes. They all work. At least they all work at one time or another. Obviously, when closing you do everything you can to create urgency. You use all the honest tools you can muster and all the options your company provides. You use your favorite assumptive closes, [...]

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I once took a position as a sales manager with a Fortune 100 company, having been told was that my unit had been first in the division the year before. However when I got there, I found that the six person unit had three new, floundering rookies and one opening—where the top salesperson in the [...]

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Even the best of companies with the best of intentions occasionally fail to deliver. Here’s how one salesperson with a corporate screw up handled an unhappy customer.
The scenario went like this:
“After what happened last time, Linda,” the customer complained, “I’m amazed you can even show your face around here, much less ask for more business. [...]

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I’ll never forget the day I watched a secretary outsell a team of sales veterans.
The company sold customized CRM software. That morning I’d met with some of their less successful reps. Most of them knew exactly why they weren’t selling. “Our prices are just too damn high,” they assured me repeatedly. I’d heard it before. [...]

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The Close doesn’t have to be a big event that’s intimidating or uncomfortable for the prospect and the sales person. It shouldn’t be treated as a major occasion that you approach after overcoming painful hurdles and then confront the prospect in an adversarial way. The Close is actually the opening of a new relationship and [...]

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If setting your customer’s expectations is a part of selling, Steve says it all.
We took one of our granddaughters to her first state fair last week and I couldn’t help but laugh at Steve’s billing posted throughout the fairgrounds. In seven words he gets your attention, makes you laugh, explains exactly what his service is, [...]

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Have you done your research this month? Is your competition creeping up on you with new amenities, products and special incentive programs? Have you stealthily” shopped” the “other guy” to be able to counter any objections your prospective client may have?
STOP THE PRESSES! Your biggest competition is not the builder, broker, realtor, remodeler, manufacturer or [...]

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I have a simple question for you. Would you buy from you?
I ask this question in my seminars almost every week and so far, I have not had one single person fess up and say, “No, I wouldn’t buy from myself. In fact, Paul I would run as far away from me as [...]

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My wife and I are in the final stages of building our new home. We’re in the 9th month of a 4 month project so I believe the job is almost done.
While my contractor does fabulous work, he didn’t honor any of his timelines. At least he’s the only one who accrues expenses for every [...]

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