When it’s ok to Lie

Lying, no good horse thieves. You know the stereo type. Say any­thing, to any­body.  Get the sale. Love ‘em and leave ‘em. Fact of the mat­ter is, most of my col­leagues, friends and past asso­ciates are above board and con­duct their busi­ness with the utmost integrity.   Most peo­ple can smell a sleaze ball a mile away.  […]

Poker & Selling: Going All-in

Edi­tors note:  By day, Tuna is a pro­fes­sional sales per­son,  hump­ing his bag across his multi-state ter­ri­tory.  By night and week­ends he is an accom­plished  semi-professional poker player.   (Which  I guess means  he can’t com­pletely pay his mort­gage play­ing poker) What fol­lows is a the first of a series as Tuna looks at the similarities […]

Promotion! Now What?

So, I wanted to fol­low up on Tuna’s last post (Achiev­ing Total Sales Con­scious­ness, 9/7/2009). Becom­ing a con­scious com­pe­tent and  the whole issue of self coach­ing  is a pretty inter­est­ing topic. How some­one moves through these stages, how man­agers are sup­posed to help guide their reports, and how, in the end, you are the only one […]

Funnel Evaporation

There’s a prospect I’d been call­ing on, for sev­eral months.   Their project has started and stopped sev­eral times this year, but this past month we were hot and heavy on the clos­ing trail. We’d agreed on final sys­tem con­fig­u­ra­tion, made arrange­ments for alter­na­tive financ­ing, and come to agree­ment on final pric­ing. Inter­face specs had been blessed by […]

Integrity & Promises

What’s in a promise? More and more we have to promise more and more.  Sell it , make that weekly nut, take a breath, and do it all over again, and again, and again. One of the most dif­fi­cult things to over­come is the del­i­cate bal­ance between integrity and accom­plish­ment. Those nomads in the land of […]

An Ode to Prospecting

Mel I am I am Mel Oh now how I love to sell What I do not like is to call cold It makes me seem much too bold No one likes me I’ve been told No one, no one wants to be sold I’ve tried call­ing, email , let­ter “Mr. Prospect,  10 or 2 bet­ter?” Will you meet […]

Achieving Total Sales Consciousness

I sell, there­fore I am. OK maybe it’s not really that deep.  How­ever, if you are now and want to con­tinue to be a suc­cess­ful sales per­son there are at least  5 truths as it relates to your per­sonal devel­op­ment Pro­fes­sional sales peo­ple must con­tin­u­ally learn and adapt. Fail­ure to change may mean that we lose  the […]

Rise Up! Sales Meeting Reform

It’s Sep­tem­ber, so I’m guess­ing  you, like most of us,  had your annual or quar­terly National Sales Meet­ing at some point in the last few months . You know the meet­ing com­pa­nies have early Jan­u­ary, mid Decem­ber or just ran­domly through the year.  My com­pany has fis­cal year end in June so for us we […]

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