How Do You Feel About Selling By Huge Advertising Campaigns?
Advertising is a mammoth selling machine to influence us to buy products and services. Huge amounts of money are spent annually to convince us that we need to be improved: to smell better, to look younger, to be considered sexy based on the cars we drive and the clothes we wear. Selling by companies using […]
How Do You Feel About “Sales Call Reluctance”?
There has been not inconsiderable resistance in our culture to identifying oneself as a salesperson. Many consider selling to be “beneath” them or somehow inferior to holding a “professional” job. Over 25 years ago, psychologists Dudley and Goodson created a test to measure the degree of “Sales Call Reluctance” which measured 12 different areas that […]
“A Bargain Is Anything A Customer Thinks A Store Is Losing Money On” ~ Kin Hubbard
Selling is a process of communicating sufficient value so that a buyer says “yes” and a sale is consummated. Many buyers perceive higher value if they feel they are being treated as special. Oftentimes, we feel special when offered a bargain, a sale or a premium — among many ways. “Special offers” can be offered […]
“Influencing With Integrity” ~ A Classic In The Field Of Sales And Negotiation Communication
Writer Jay Abraham says, “Whatever area you work in, you do have clients and you do need to sell.” This notion of “everyone sells something” can be translated into “Everyone influences others” because selling is a form of influencing and persuading. What we have often objected to about selling is that it can include unfair […]
Thoughts On The Consultative Sell
There’s an old saying that, “Nothing happens until somebody sells something” – no doubt penned by a sales manager given to exaggeration. Selling has sometimes been a very controversial and difficult topic for clients over the years . . . primarily because few people want to be perceived as overly pushy or aggressive. Yet, an […]