SELLING’S NOT TELLINGCHECK YOUR GOTTEMSAT THE DOORDAVID RUBINSTEINEDITED BYJIM OLSONI believe that Sales is a race to understand the Buyer’s needs. We have to get there as fast as possible and, to guarantee a spot in this race, we need to know what we’re going to ask before we get there – see “Igniter Protocol” [...]

GETTING TO“I’M NOT INTERESTED”DAVID RUBINSTEINEDITED BYJIM OLSONWhen is being told by a Buyer “I’m not interested” a good thing? When is being told by a Buyer “there is no chance of a sale” a good thing? Almost every time!Most every potential client appropriately asks me “what can be gained through your Training?” “What kind of [...]

“AWAKEN”DORMANT ACCOUNTSDAVID RUBINSTEINEDITED BYJIM OLSONWhy are banks robbed? Because that’s where the money is! There are six (6) ways to leverage existing accounts, each of which assists in getting our business to “critical mass” – the point at which our business generates our business. (We dealt with referrals in Morsel #4 and will introduce the [...]

GOT, GOT, GOT NO TIME!DAVID RUBINSTEINEDITED BYJIM OLSONSellers work hard to always be available for their clients. Because of cell phones, text messaging and e-mail, Buyers now expect, sometimes even demand, it. Selling is now a “24/7/365” job. Consequently, I hear more Sellers complain about having no time to get their work done. Unfortunately, we [...]

HELP ME HELP YOU!DAVID RUBINSTEINEDITED BYJIM OLSONThe relationship between Seller and Manager is meant to be symbiotic. Each party benefits from the other. A sales staff can only function and a Manager can only lead when there is a two-way street of information and constructive dialogue between Manager and Seller.Of course, there are always instances [...]

SOMETIMES WE SHOULD JUST ZIPIT.COMI was with a Seller on a late Friday afternoon. There were four (4) of us and, like everyone else – I thought – I was anxious to start the weekend. What ensued just wasn’t right!This Seller, in an attempt to be “thorough,” proceeded to go into painstaking detail – reading [...]

FOLLOW-UPDAVID RUBINSTEINEDITED BYJIM OLSONIt’s one thing to sell something once. It’s quite another to be invited back again and again. Sellers who know how to “follow-up” truly differentiate themselves from the rest. One of the major reasons that Sellers don’t follow-up is that they are concerned something went wrong – which is exactly why we [...]

BUT, I HAD AN APPOINTMENT!DAVID RUBINSTEINEDITED BYJIM OLSONThere are few things as cool as having an appointment with a potential Buyer. Whether in-person or on the phone an appointment means that you are expected and the odds of a sale significantly rise. Furthermore, it is really important that we always confirm our appointments.A few years [...]

NEXT YEAR IS NOW!SELLING IN ADVANCEDAVID RUBINSTEINEDITED BYJIM OLSONHow companies establish their budgets can be mysterious, indeed. What happens when they don’t spend that budget is even more curious. Some companies allow funds to “roll-over” to the next year. Sometimes the balance evaporates into thin air, never to be used. Some companies belong to trade [...]

“THAT IS SO NICE”THE POWER OF REFERENCESDAVID RUBINSTEINEDITED BYJIM OLSONFrequently potential clients will want to talk to folks who have used you in the past. There are people who know you, your work and can vouch for you, our highly-prized references. These are people who speak for you and solidify your reputation in the market. [...]