Sales can be loosely defined as ‘convincing a 3rd party to purchase a good or service’. Although there are probably better definitions, they all mean essentially the same thing: to convince someone to buy something from you. The use of the 3 P’s of Selling is an excellent way to help ensure that ‘convincing a 3rd party…

The act of giving a gift is one of those universal principles that are held dear amongst sales representatives everywhere. One of the reasons for this is that salespeople are seeking to take advantage of the norm of reciprocity. The norm of reciprocity essentially is the societal expectation that people will respond positively if you…

Having a positive attitude is an important factor in your sales & marketing professional success. You can be the best salesperson in the world, but if you don’t have a positive attitude, success is significantly more difficult to obtain. In previous articles, I have written many times on how your emotions contribute to success. For…

Closing a prospect requires a certain level of finesse and strategy. As I have said before, I tend to favor closes that are easy to learn and simple to replicate. One of the best closes that you can use is called the Bracket Close. As opposed to the 1-2-3- Method, this strategy involves presenting a…

People learn sales and business tactics/strategies from a variety of sources. Oftentimes, these lessons come from books written by sales leaders, podcasts hosted by academic geniuses, and lectures given by industry titans. Less often, lessons come from everyday sources, such as popular movies and inspirational moments of triumph. Even less often does a lesson in…

Let’s get real here. You can spend as much time as you want on lessons in persuasion. You can memorize and practice every objection handling strategy that exists. You can get as motivated as you want. It doesn’t really matter what you do – if you don’t believe in your product/service, you’re going to have…