Sales Archives

Humor in Sales: Laughing Your Way to the Deal

Is it a good idea to use humor in sales? How can using humor help you close more deals? Making people laugh relaxes them and creates an atmosphere conducive to buying. Plus, humor is engaging, that is it grabs prospects’ attention and imbues the interaction with positive emotions, which is a necessary ingredient of a successful sale. In this article, we’ll discuss how to use humor in sales and some ways you can improve if humor isn’t your strong suit.

Overview of Jeffrey Gitomer’s Little Red Book of Selling

What is Little Red Book of Selling about? What is the secret to sales success, according to its author Jeffery Gitomer? In the Little Red Book of Selling, sales trainer Jeffrey Gitomer presents 13 principles of selling and numerous practical tips and techniques. The principles in the book will help you build on customers’ buying reasons to create an atmosphere conducive to buying—for example, by building a strong relationship and addressing customers’ needs for profit and productivity. Below is a brief overview of Jeffrey Gitomer’s Little Red Book of Selling: 12.5 Principles of Sales Greatness.

Why People Buy: The Psychology of Selling

What’s the secret to sales success? How do some salespeople manage to consistently close sale after sale, cashing in commissions, while others struggle to hit their minimum? Salespeople are always looking for the “secret” to selling. Companies spend countless dollars and hours training their sales teams on how to sell. But before you can sell, you need to understand why people buy. In this article, we’ll discuss the top reasons why people buy and how you can use this knowledge to sell better.

Becoming a Successful Salesman: 5 Helpful Tips

What distinguishes a successful salesman from an average one? How do some salespeople manage to consistently close sale after sale, cashing in commissions, while others struggle to hit their minimum? Many salespeople, especially at the beginning of their career, erroneously think that pushing the prospect to buy is the best way to clinch the deal. And while the aggressive approach might work from time to time, it’s not going to bring you consistent sales. Rather than pushing the customer to buy what you have, your job as a salesperson is capitalizing on the desire to buy—that is, making the customer

Modern Sales: The Actionables for Success

What are the three core components of modern sales? Why should you upserve rather than upsell? According to Daniel Pink in To Sell Is Human, the three components of modern sales are the pitch, the ability to improvise, and serving others. In addition, Pink says that you must always be in the mindset of “What can I do for others?” rather than “What can others do for me?”. Continue on for Daniel Pink’s modern sales tips.

Service-Oriented Approach: To Sell Is to Serve

How can taking a service-oriented approach to selling help you close more sales? Why is moving others through persuasion more successful than manipulation? In To Sell Is Human, Daniel Pink explains that modern-day sales are no longer about manipulation tactics and elevator pitches. Today, a much more successful approach to sales is the service-oriented approach. This method focuses on what you can do for the customer, rather than what the customer can do for you. Continue below to learn the rules of service-oriented selling and for some additional tips to help you succeed.

Sales Pitching Techniques: 6 Pitches for Success

Why is the elevator pitch no longer useful in the modern day? What are the best, modern sales pitching techniques? In his book To Sell Is Human, Daniel Pink explains that the elevator pitch is obsolete in today’s world of hierarchies and ease of information. Luckily, there are six sales pitch techniques that are perfect for today which Pink describes in detail. Here are Pink’s six pitches for success along with some extra pitch tips and tricks.

How to Deal With Rejection in Sales: Maintain Buoyancy

Do you work in sales and often face rejection? Do you ever think of just throwing in the towel? In his book To Sell Is Human, Daniel Pink says that the best way to deal with rejection in sales is with “buoyancy.” This method requires you to maintain optimism and persistence despite rejection. Below are the three core components of buoyancy to help you deal with rejection.

The New ABCs of Selling: A Is for Attunement

What is attunement in reference to sales? How can you use attunement to move others? In the new ABCs of selling, the A stands for attunement. Attunement is the ability for a salesperson to tune into their buyers’ needs and to change their approach depending on the circumstances and the needs of the buyer. Continue reading to learn all about attunement as part of the new ABCs of selling.

Oren Klaff: To Sell Your Idea, Target the Croc Brain

What does Oren Klaff mean by the “croc brain”? How does the croc brain process information? In his book Pitch Anything, Oren Klaff discusses the concept of the croc brain in the context of sales pitching. According to Klaff, one of the main reasons many good ideas get rejected when pitched is because we present them in a way that appeals to the target’s higher reasoning powers (logic and reason) but they are perceiving that information through the primitive crocodile brain. In this article, we’ll take a look at croc brain processing and how it affects your pitch.