Goals

“A man without a goal will never know when he reaches it.” Having a goal — something you want to achieve by making sales — is the single most important factor in successful selling. No other element, not knowledge, experience, … Continue reading

Opening Remarks

When a customer has been greeted properly he feels comfortable, at ease, and almost always opens his next remarks with one of the following statements: What He Says What He’s Telling You I need a… Ready to buy. I want … Continue reading

The 11th and 12th Commandments

Roger B. MacDonald, GRI, associate broker with Realty Quest Inc. in Nashua, N.H. shares this experience in Realtor Magazine Online for 5/2/2006. At least 30 years ago — when the world was young, and I was a lot younger than … Continue reading

One Egg or Two? Selling Multiples

The story of how F.W. Woolworth increased its lunch counter sales may be apocryphal, but its sales principle is tried and true. In its heyday, Woolworth was a nationwide chain of more than 3000 five-and-dime or variety stores, sort of … Continue reading

Clothing Remarks

Checking around the quad this quarter, fashionable salesfolk were found wearing the latest in selling apparel: a Company nametag (you’re proud of who you are and where you work, aren’t you?); a pen for making notes and obtaining customer’s signatures; … Continue reading

Opening Remarks

When a customer has been greeted properly he feels comfortable, at ease, and almost always opens his next remarks with one of the following statements: What He Says What He’s Telling You I need a… Ready to buy. I want … Continue reading

First, Last and Best

In many stores, the best customers of the day are the first and the last. First In Buy Fast. The first customers of the day are almost always buyers who know what they want and, generally, it’s a major purchase. … Continue reading

Just Looking: Take 2

Many customers say they are just looking. What are they looking for? They are desparately looking for a good salesman to sell them so they won’t have to waste any more time looking around! When a customer says “Just looking,” … Continue reading

Breaking the "Just Looking" Ice

Some customers are so defensive that they say “Just looking,” even before they’ve been greeted! But that’s just a long way around not a dead end. One way back to the beaten path is by sharing this shopworn, but serviceable … Continue reading

Greeting the Customer

“Greeting” is a quaint word to be using about a hard-nosed topic like selling. Isn’t it? You greet friends when you meet them. You send greeting cards to friends who are away. Actually it’s not so quaint. I think you … Continue reading