Blog
Interactions
Process for Selling Intangibles
Intended Outcomes
My program, “Sell it or Schedule it”™, is called that because the ONLY outcomes of a selling interaction is to close the sale or to arrange another contact time…in order to close the sale. To either write it up today because the customer is far enough along in their buying process to be able to confidently decide…or they aren’t! In the case of the latter, an appointment will ‘forward’ or ‘advance’ the sale so that you can close it at the next contact.
Anything else isn’t an outcome, but a step …
Everything Old is New Again
Equals (Product) Solution
Process…plus….
Priorities…plus….
Two Steps Forward, One Step Back
Expectation and Communication
I had dinner last night with a dear friend who is a brilliant cabinet maker and installer of high-end appliances. Kitchen/bath designers and appliance retailers refer him to their clients who want their products installed perfectly.
We were discussing how he gets paid (from the client) and how to best communicate that expectation. He currently asks the designer or salesperson “Has the client been told that I will collect my fee from them?” to which they always, always say “Yes!” And he usually te…
Part 17 of 20: HubSpot Sales Statistics…With Secret Sauce Added
Take the time to listen. Too many buyers complain that salespeople do not fully understand their needs and problems. You cannot sell a solution for a problem you don’t know about.

Salespeople
It is said “Customers don’t care how much you know until they know how much you care” and listening deeply is a fundamental skill for every salesperson to take on as a process of continuous learning. Forever. Take it on as a practice, l…
Part 16 of 20: HubSpot Sales Statistics…With Secret Sauce Added
A whopping 91 percent of customers say they would be willing to give referrals for companies and products they are happy with, but only 11 percent of salespeople ask for them!

Salespeople Yikes! These are crazy numbers! And yet, as I read them I know that AS a salesperson, this is my weakest area. Maybe it’s habit, maybe it’s discomfort asking for more than the sale that was just closed, maybe it’s a lack of skill or languag…
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