From the category archives:

Closing

Does Your Pricing Strategy Suck?

Give them value and they will buy. But what happens when you leave money on the table? Or when you pitch too high and they decline altogether? It can be a struggle to determine how to price your solutions. You have made that connection, finished the needs assessment, and now it is time to determine […]

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Did You Really Lose The Sale?

It can be the most frustrating experience in sales. You did your research. You had a great sales call with a solid presentation. And you shook hands with your new client on the premise that you will be doing business together. And then… (no and then!) Next, you reach out to your brand new client […]

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You’re Not Perfect Sh*thead!

You Should NOT Be In Sales Unless You Always Take Ownership Three months ago I posted about my ambition to quit smoking. Although I had success, I did make a promise to you that if I were to cheat in any way that I would cease to be an affiliate of the Green Smoke e-cigarette […]

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How To Deliver Fearless Sales Presentations

Don’t worry, if you get nervous just imagine the audience is naked. This is the unquestioned advice we have been told at the thought of our nerves getting the better of us while speaking to a crowd. But I don’t get it. Every sitcom has depicted this situation – the presenter messing up anyway. And […]

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3 Dead Giveaways Your Prospect is Losing Interest

There is nothing worse than getting your prospect excited about your products and services, setting up a sales meeting, and arriving to find out they are not as sold as you thought. Interest levels raise and decline throughout the buying cycle and you must recognize when you are saying too much and not listening, or […]

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Can You Really Generate Sales Leads Using Social Media?

In 1992 I was introduced to the internet. Not exactly the internet but a makeshift version. I was a member of National Capital Freenet – Ottawa’s first newsgroups site. My username was bb052. I posted on forums about Nintendo, WWF wrestling and Ninja Turtles. And it was awesome! Although pages took minutes to load, it […]

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5 Killer Tidbits to Improve Your Sales Appointments

I recently took a few days off to attend my sister’s wedding. I had the privilege of walking her down the aisle and being the MC at the reception. It was a great time, I was able to see old relatives and make some new ones, and I am really happy for her and her […]

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Why You Can’t Scroll Past This Headline Without Clicking

First impressions may not mean everything. But they mean a lot until a second impression is formed. And you can only provide yourself an opportunity to encounter a second impression when something triggers you to act. If you are still reading, that is exactly what this headline did. For me in the cyberworld, this is […]

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Why You Should Learn to Shut the F*** Up

Yes I said it. But only because this will be one of the most important tips I post on the PSS site. SHUT UP! You are probably wondering: how can I sell if I am not talking? Well the truth is – most, if not all selling – is done when you aren’t talking. Fast […]

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What Influences A Buying Decision: Emotion or Information?

What influences a customer’s buying decision: emotion or information? This is the question of an interesting debate going on at the PSS LinkedIn group. I thought I would extend the debate here on the blog and throw in my two cents. Let’s break down the question and see why one may trump the other in […]

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