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Jerry Bellune June 10, 2013

 

By Jerry BelluneJune 10, 2013 Break your bad selling habits Do you get a lot of pest sales calls?I sure do, trying to sell me stuff I don’t need or want.Whoever trains these people sure lets them down.Sales trainer Kelley Robertson sees this frequently.These bad habits destroy sales.Here are five blunders Kelley and I see…

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Posted in: upstatebizsc   Category: advice

Jeffrey Gitomer June 5, 2013

 

By Jeffrey GitomerJune 5, 2013   Hello Mr. Gitomer, I read your article on LinkedIn in the Daily HeraldBusiness Ledger here in the Chicago Suburbs. I am a fan. You make greatpoints and observations that many people miss. I’m in the process ofretooling my profile. I can’t help but to ask if you have ever…

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Posted in: upstatebizsc   Category: advice

Brian Maynor June 6, 2013

 

By Brian MaynorJune 6, 2013   You have taken all the right steps toward earning a promotion: worked hard, put in the hours and impressed the bosses, yet nothing seems to be happening.  Time to consider another crucial element to workplace success, dressing for the part. See the outfits below. We have all heard the…

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Posted in: midlandsbiz   Category: advice

Deborah OConnor June 4, 2013

 

By Deborah O’ConnorJune 4, 2013 People do business with those they know, like and trust. They will go out of their way to deal with someone if they know that they will be treated well. People that maintain a culture of respect, tolerance, goodwill and professionalism are always sought out. There is no doubt that…

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Posted in: midlandsbiz   Category: advice

Brian Maynor June 6, 2013

 

By Brian MaynorJune 6, 2013   You have taken all the right steps toward earning a promotion: workedhard, put in the hours and impressed the bosses, yet nothing seems to be happening.  Time to consider another crucial element to workplacesuccess, dressing for the part. See the outfits below. We have all heard the adage, ‘dress…

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Posted in: midlandsbiz, upstatebizsc   Category: advice

Deborah OConnor June 4, 2013

 

By Deborah O’ConnorJune 4, 2013 People do business with those they know, like and trust. They will goout of their way to deal with someone if they know that they will betreated well. People that maintain a culture of respect, tolerance,goodwill and professionalism are always sought out. There is no doubtthat your manners, behavior, and…

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Posted in: midlandsbiz, upstatebizsc   Category: advice

Jerry Bellune June 2, 2013

 

By Jerry BelluneJune 2, 2013 How to sell to women and menThis is not Mars-and-Venus feel-good stuff.It is based on scientific research.It will help you become more effective.Your purpose may be simply to communicate ideas.Or to influence someone’s decision.More important, it’s probably to make a sale.Selling to women differs from selling to men. Human behavior studies…

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Posted in: upstatebizsc   Category: advice

Brian Maynor May 29, 2013

 

By Brian MaynorMay 29, 2013   We have all felt the rush of excitement that follows landing a jobinterview.  The optimism of what could happen, the hope that it does and realization that you have no idea what you are going to wear.  While image standards vary dramatically between industries there arecertain “dos” and “don’ts”…

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Posted in: upstatebizsc   Category: advice

Brian Maynor May 29, 2013

 

  By Brian MaynorMay 29, 2013   We have all felt the rush of excitement that follows landing a job interview.  The optimism of what could happen, the hope that it does and realization that you have no idea what you are going to wear.  While image standards vary dramatically between industries there are certain…

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Posted in: midlandsbiz   Category: advice

Jeffrey Gitomer May 29, 2013

 

By Jeffrey GitomerMay 29, 2013   Most people reading this have never tweeted. (You included?) On the offchance that you have tweeted, my guess is you have less than 5,000Twitter followers – maybe less than 500. Whatever your situationis there’s no denying that Twitter is a major force in business socialmedia. The next few paragraphs…

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Posted in: upstatebizsc   Category: advice

Jeffrey Gitomer May 27, 2013

 

By Jeffrey GitomerMay 27, 2013   When The Who recorded the song Going Mobile in 1971, they had no idea whatthe future held, nor that they were the predictors of it. Theythought going mobile was all about being on the road, and maybe flyingon an airplane. But today, going mobile means a whole lot more.…

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Posted in: upstatebizsc   Category: advice

Jeffrey Gitomer May 20, 2013

 

By Jeffrey GitomerMay 20, 2013   How much of your presentation is “standard”? Whether you sell a product or service, whether it’s simple or sophisticated,how much (what percentage) of your presentation is the way you usuallypresent it? Void of personalization? Void of customization? Void ofinteraction? And all about you. What kind of presentation do you…

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Posted in: upstatebizsc   Category: advice

Jeffrey Gitomer May 8, 2013

 

By Jeffrey GitomerMay 8, 2013   I’m sure you’ve heard the expression, “Count your blessings.” I wonder howyou interpret that. I wonder how you count them. I wonder how you takeadvantage of them. My biggest wonder is how grateful are you for your blessings. HERE’S AN IDEA: Re-look at your blessings from a different perspective.…

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Posted in: upstatebizsc   Category: advice

Jeffrey Gitomer April 30, 2013

 

By Jeffrey GitomerApril 30, 2013   PERSONAL REALITY: You wake up, shower, shave (M), put on makeup (F), brush yourteeth, and comb/fix your hair (if you have any). Every day likeclockwork. Those are personal habits. Rarely (if ever) missed.What about business habits? Personal, business habits? BUSINESS REALITY: Do you have the same consistency in your…

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Posted in: upstatebizsc   Category: advice

Jeffrey Gitomer April 25, 2013

 

By Jeffrey GitomerApril 25, 2013   I get a ton of emails from people seeking insight or asking me to solvetheir sales dilemmas. Here are a few that may relate to your job, yourlife, and (most important) your sales thought process right now. Dear Jeffrey, I have cold called in the past and didn’t have…

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Posted in: upstatebizsc   Category: advice

Gitomer April 17, 2013

 

By Jeffrey GitomerApril 17, 2013   I am NOT a LinkedIn expert, but I do have more than 15,000 LinkedIn connections. Do you? I may have more visibility and notoriety than you do, but we are equalin exposure and linking possibilities. And 98.5% of my LinkedInconnections are the result of people wanting to connect with…

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Posted in: upstatebizsc   Category: advice

Jeffrey Gitomer April 10, 2013

 

By Jeffrey GitomerApril 10, 2013   What’s in a tweet? For most people it’s a post and a prayer. For me, it’s value, information others can use, followers, reputation,image, re-tweets, customers, referrals, sales, and money. Is thatenough? Twitter has the power to generate awareness, create value attraction,keep you or your brand at top-of-mind status, and build…

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Posted in: upstatebizsc   Category: advice

Jeffrey Gitomer April 1, 2013

 

By Jeffrey GitomerApril 1, 2013   Dear Jeffrey, I’m a big fan of your weekly column, especially the one aboutmaking sales vs. measuring sales activity. Brilliant! It describes mysituation to a tee. I’m an outside salesman who spends countless hoursfilling in itineraries, CRM notes, and reports. I had the biggest everincrease in sales last year…

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Posted in: upstatebizsc   Category: advice

Jeffrey Gitomer March 26, 2013

 

By Jeffrey GitomerMarch 26, 2013   How do you communicate? How good of a communicator are you? If you want to make a winning sales pitch, it takes a combination of yourpresentation skills and your communication skills. It’s the little known sales skill: How to get others to listen to you. Or better stated, WANT…

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Posted in: upstatebizsc   Category: advice

Gitomer March 20, 2013

 

By Jeffrey GitomerMarch 20, 2013   QUESTIONS: Who’s going to win the next Super Bowl? Who’sgoing to win the next World Series? Who’s going to win the next MastersTournament?  ANSWER: The team or the player that’s best prepared. Theteam or the player that makes the fewest mistakes. The team or the player thatstays steady and…

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Posted in: upstatebizsc   Category: advice

Jeffrey Gitomer March 11, 2013

 

By Jeffrey GitomerMarch 11, 2013   When you’re asking an existing or prospective customer a question, the object is to get them to think and respond emotionally. To most salespeople this strategy sounds like a foreign language. START YOUR THINKING HERE: The sale is made emotionally and justifiedlogically. Once you understand that fact, it makes…

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Posted in: upstatebizsc   Category: advice

Gitomer March 6, 2013

 

By Jeffrey GitomerMarch 6, 2013   Last week I promised the answers to why lousy service occurs and how to fixit. If you didn’t read part one, stop now, and go here: http://www.upstatebizsc.com/gitomer/gitomer_february_26_2013/ The answer revolves around four words you already know: positive attitude and personal pride. Let’s start with a little background… Here are…

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Posted in: upstatebizsc   Category: advice

Is the sky falling, or just the weather changing?

 

It’s been a long time coming, but I know a change is gonna come, oh yes it will. (Written and performed in 1964 by Sam Cooke.) Change is not in the air, it has hit the ground running, or should I say running rampant. If it hasn’t affected you or your business in some way, you…

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Posted in: lowcountrybizsc   Category: advice

Are Small Business Owners Salespeople in Disguise? YES!

 

Small businesses comprise more than 99% of all businesses in the U.S. according to the U.S. Small Business Administration (SBA).  The success of a small business rests on the owner’s ability to sell. Business owners have about 50 different hats to wear, but sales is the biggest hat an entrepreneur wears. Actually without the sales…

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Posted in: lowcountrybizsc   Category: advice

The price is…er, ah, the price is ah…

 

The price of whatever you sell carries with it a discomfort for most salespeople. They’re hesitant to bring up price because it’s the final element in completing any transaction – or so they think.   Actually, price or fee or rate is a logical progression of a presentation. If the rest of the elements of…

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Posted in: lowcountrybizsc   Category: advice

Sales are down. I am down. People will not decide.

 

I get a ton of emails that start out something like, “My sales are off,” or “The market is down,” or “I just can’t get motivated like I used to.” Times are a bit tough. What’s your point? Well, as much as I’d love to tell you to quit whining and get to work, I’d…

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Posted in: lowcountrybizsc   Category: advice

Making the sale is easy, now for the hard part.

 

Make a sale – that’s the easy part. Now comes the hard part: Doing everything else.   That’s why it’s IMPERATIVE that salespeople look at the sale as ONE SMALL PART of the selling process. The easy one.   Thanks for the order, Bill. I’ve given the details to our installation team, your deadlines to…

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Posted in: lowcountrybizsc   Category: advice

Sales is a noble profession

 

Are you noble enough? I delivered two public seminars in the past two weeks, with a combined audience of more than 1,800 people. Salespeople. Either their company paid or they paid — to come to an event in the hope of learning to better their skills, secure more customers, keep their existing customers loyal, figure…

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Posted in: lowcountrybizsc   Category: advice