Thursday, November 17, 2016

Important test results you should know

While I was driving to the airport a few weeks ago an interesting research report came on the public radio station that could have a profound affect on your business.  

In an effort to get kids to eat healthy they tried two different approaches.  

The first approach was to thoroughly teach the kids why eating healthy was good for them.  They explained all the positive changes in their body that would make them strong.  They even came up with a great slogan "Eat Strong".  This teaching went on every day for an entire week.

At the end of the week there was zero change.  Eighty percent of the kids still chose to eat the unhealthy choices.

The second approach with a new set of kids was to give them a few brief advantages of eathing healthy and offer a small reward if they made the healthy choices.  The reward was a plastic trophy that said "Eat Strong".

At the end of the week 80% of the kids made healthy choices so they could get the reward trophy.  They continued this for a few weeks and the kids continued to make healthy choices and collect their reward.

When they stopped offering the reward the results went back to making unhealthy choices.

The researchers then went into grocery stores.  

The first approach was to educate customers on the importance of eating heathy.  At the end of the test period there was no change in what the shoppers bought.  Eighty percent continued to make the unhealthy food buying choices.

The second approach was to give the shoppers a small cash reward for buying healthy foods.  At the end of the test period, the results were the same as the kids.  Eighty percent made healthy choices so they could get the cash reward.

How does this apply to you?

Let's say you have a restaurant.  You already have the best food, best prices and best service anyone could possibly provide.  However, more customers will come in if you offer them a reward for eating in your restaurant.  For example a coupon that can be applied on their next visit.

How about a retail store?  Customers already expect a guarantee, a fair price and good service.  
I recently needed a new microwave for one of my rental properties.  I searched online and found an incredible price on a Whirlpool, however, the shipping cost made it too expensive.  I printed the online special and took it to the local Metro Appliances where they advertise to match any price.  They did match it and I save over 150 bucks!  From now on, everytime I need something I will find a low price and collect my reward.

What if you are a sales person?  You already have excellent quality, great pricing, and exceptional service.  But so do all your competitors.  For customers to buy, and continue to buy, you have to reward them, not once, but on every visit.  You have to dig deep and make sure you are giving them something of value every week.  Not just low prices, but something that will help their business grow and something interesting to them.  There has to be a reward for them.

I guess this circles back around to the acronym "WIIFM".  Customers want to know:  "What's In It For Me?"  Give them a good answer and they will buy.

Here's "what's in it for you" in my book "Negotiating Your Best Price":  One person sold their company for an additional 7 million dollars after learning just ONE of the techniques in this book.  Another saved over $10,000 on a software program he was investing in, again by using just ONE of these powerful techniques.

click here to see more WIIFM 

Thursday, September 29, 2016

Why positive thinking doesn't work

How do you keep moving forward with a positive attitude when you feel insecure and unsure of yourself? This insecure feeling causes you to look into the future with apprehension no matter how hard you try to think positive. You still see negative results from the effort you are putting forth today. 

You are not convinced that if you do the right things over and over again you will achieve the results you want. You try affirmations by saying over and over to yourself, “I will make the sale”, “I will get the new account” and still end up with negative results. Why? Because even as you say the words and visualize the results, you don’t really expect it to happen! You don’t get what you want, what you wish for, what you think about, what you visualize or what you affirm. You get what you expect.

Let’s say you wanted to have a back up cash reserve of $25,000 in the bank. You could affirm to yourself “I have a bank account with $25,000 in it.” You could write it down as a “written goal.” You could think “positive” about it. And still – nothing happens. Why? Because you really don’t expect it to happen! You don't BELIEVE. You might feel good about it for a short time. But after a few weeks it will fade away. Reality will overtake you and you will file your $25,000 bank account idea away as a wish or a daydream or “it would be nice.”

You get what you expect. Nothing more - nothing less. If you want to increase your sales you have to really EXPECT IT TO HAPPEN. 

There is only ONE THING that builds expectations – ACTION – doing something productive. That is the secret spice of success - continuous and persistent action.

If you are tired of laying awake at night worrying about sales click here

Tuesday, August 9, 2016

How successful people think

Do you know that ninety-five percent of everyone in prison was told over and over again as they were growing up:  "You are going to end up in prison some day"?
Think about it.  Over and over again they were told they were going to end up in prison some day.  What if they were told something different?  What if they were told over and over again that they might be in a little trouble right now, but they will get past it?  What if they were told that they were going to grow up and be successful?  Would that make a difference?  
So to get excited about selling, you have to put things in your mind that will get you excited and passionate about what you do for a living. 
Put a thought like this in your mind and watch the difference...
(READ THIS LIKE YOU MEAN IT!)  "I am excited!  I stay focused on all the good things I have to be excited about.  I am excited about my career, my opportunities and my challenges.  My excitement drives me to do everything with energy and enthusiasm.  My mind is focused fully on what I am doing and I am able to get things done by telling myself to “DO IT NOW”.  I am excited and act enthusiastic and everyone around me catches it.  Every time I see someone I know or meet someone new I am excited and enthusiastic about seeing them.  By being enthusiastic, excited and full of energy I am a more valuable person.  Energy and enthusiasm guarantees my success as a highly paid professional sales person.  Energy, passion and enthusiasm will attract customers and sales to me.  This energy will be like a magnet and attract bigger customers and larger commissions to me.  I am going to give everything I have to everything I do." 
The opposite it to be a daydreamer.  Always wishing you were somewhere else doing something different.  Life is what it is.  For whatever reason, you are where you are right now so you have to deal with it.  Your job is not to see what lies dimly at a distance, but to do what lies clearly at hand!    That means there is no getting around it... you have to make the prospecting call, send the email, mail the letter, take care of the follow up and keep going.
Forget about whether you feel like it or not.  Actions come before feelings.  ACT enthusiastic and your feelings will follow.  If you wait until you FEEL excited before you act you will be like the woman sitting on the park bench who turned into a skeleton waiting for the perfect man.  It ain't gonna happen!  
WANTED:  A sales team tired of living on crumbs left over by competitors..  click here for details

Friday, July 15, 2016

Let's talk price

Cloverleaf Family Restaurant, 4023 West 3rd Street, Bloomington, IN, has been a family owned and operated business for over 25 years.  John Byers, owner, has spent his entire life in the restaurant business and has a wealth of knowledge about being successful.
Cloverleaf Family Restaurant is open six days a week and serves breakfast and lunch.  It seats 240 people and to give you an idea of the volume they use over 1100 eggs on a Saturday morning alone!  Their repeat business is so strong that many customers will come in 2 times a day.
John could easily fill a book with his keys to success in this demanding business.  One of the things he said has stayed with me.
"When it comes to pricing it is better to have 3 nickels than one dime.  Price your menu so people will return again and again."
He is a testimony to his principle.  More repeat business than anyone I know.
Let's look at it from a sales person's point.
A business with a 20% gross profit margin that implements a 10% price reduction (either through promotion or negotiation) needs to double their sales to stand still in terms of profit! In other words, a 10% discount requires you to DOUBLE your sales to make the same gross profit!
If your price is $50 per case and your cost is $40 your are making a 20% gross profit.  If you sell 100 cases your make $1,000.
The customer asks you for a discount.  You negotiate up to a 5% discount IF they double their order.  If they agree, you just made $1,500 gross profit and your customer got a good deal. 
Bottom line.  There are many ways to look at pricing.  I decided to try John's strategy.  I have discounted my 6 best sellers and several of my programs up to 75% off!  Click here and let me know.
Visit for details.

Sunday, July 10, 2016

The believers vs the non believers

Selling is believing in something most people can't see. 

 Would you agree - that definition pretty much sums up what selling is all about?  And sometimes the hardest thing to do is not only keep yourself believing, but keeping those around you believing as well.  Most people are not patient enough to be in sales.  It seems easier for them to quit.  Throw in the towel.  Fall in with the non-believers.

 For example.  You have a customer who has been listening to your proposal with interest.  You have been calling on them for months, sometimes even years.  You need a paycheck and you know that if you give up now you may lose the whole thing.  You keep calling.  You keep "seeing" that the business will eventually come.  You keep positive and affirming to yourself that you will get the business.  You are a believer. 

Then there are the non believers.  Those are the people who just don't get it.  They are the ones who only believe what they see right in front of them.  They are the ones you have to watch out for.  They are the ones who can talk you into quitting.  It really takes conviction and the ability to believe in the unknown to be in sales.  So the question is, do you keep going?  Or do you quit? 

 You keep going.  You keep learning.  You keep making the calls.  You keep "seeing" the business.

 I have everything you need to become a believer at:

Saturday, June 18, 2016

Sorry for interrupting

When you see that your customer is busy you should never apologize for interrupting.  There is a psychological law that makes a customer react to the attitude  expressed by the sales person, in the same manner.

"If you are sorry for interrupting me, why are you interrupting me?"

There is nothing mysterious about this psychological law, except the results that come when you put it into effect.  It makes sense.  Everyone wants to do the appropriate thing.  Everyone wants to "rise to the occasion." We act out our parts in accordance with the stage that we find set before us.  There is an unconscious urge for the customer to "live up to" the expectations you, the sales person, has of them.

You have the power to set the stage.  If you want your customer to be agreeable, act agreeable.  Don’t fall into the trap of responding to their actions and attitudes.

If you decide beforehand that a certain customer is going to be difficult to deal with, chances are you will approach them with a negative attitude, with your fists mentally clenched ready to fight. 

When you do this, you literally set the stage for them to act on.  He or she rises to the occasion.  The customer will act the part that you have set for them to act and you come away convinced that they really are a "tough customer," without ever realizing that your own actions and attitudes helped make them one.

In dealing with your customers, you see your own attitudes reflected back to you in their behavior.  When you smile, the person in front of you smiles.  When you frown, the person frowns.  When you shout, the person shouts back.

How do you want your customer to react to you?  Friendly and agreeable of course.  So the more friendly and agreeable your approach is, the better response you will get.

Thursday, June 2, 2016

Give me one good reason to buy from you

"I get sales people calling me all the time. You all look alike - sound alike - make the same promises, what makes you any different?"

Here's the answer...

You have to separate yourself from the competition.  You have to be different.  You have to be better.

One of the best ways to separate yourself from the competition is to know everything there is to know about your products and services.  If you know what you are talking about, the customer feels it and starts trusting what you say.

The goal is not necessarily to be able to give very technical characteristics. The goal is to know the product so much in depth that you are able to simplify the complicated characteristics into powerful advantages for the customer to use the product. This means applying what you learn by turning your product knowledge into benefits and presenting these benefits to your customers.

It also means knowing your customer's business as well, or better, than they do.

Learning and self-improvement implies one essential feeling: the desire to be better, the desire to improve.

Many sales people are often surprised to find themselves dropping behind their competitors, but when they examine themselves, they find that they have stopped growing because they have ceased their effort to keep up with new selling techniques, new products and new marketing strategies.

Some people are so busy trying to learn the “tricks of the trade”, they never learn the trade.  Your ability as a sales person is always on the move, either one way or the other.  It is either getting better or getting worse.  Everything you do not use is slipping away.

Thirty minutes a day spent studying your business will make you one of the top experts in your business in a very short period of time.

One of the most successful sales people I know is a manufacturers rep for a seafood company.  I first met him at a trade show where I asked him a question about a specific species of fish.  He reached in his brief case and pulled out a 3 ring binder that was about 3 inches thick.  This binder was filled with magazine articles, pictures, charts, newspaper clippings and notes that he had collected.  He was continuously collecting information about his specialty. He was one of the most well informed sales people I have ever met, and is it any wonder he was so successful?

You can have the same resource at your fingertips right now.  Any question or situation you can come up with you can have the answer immediately.  I have done all the work for you!  I will provide you with all the tools you need to be in the top 10% in the industry.

Click here to learn how to build a ten million dollar territory.

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Saturday, April 30, 2016

General Patton and your declining sales

How would General Patton, General MacArthur, and Admiral King address today's complaints from your sales team?
Distributor sales is NOT a safe haven.  It's NOT for the person who is only half decided they are going to be their best.  It's NOT for the person who is complacent or content.
"The industry is at a turning point. It's time for
each sales person to step up or step aside."
Has each member of your sales team taken the oath to "Do or Die" in their territory? Have they taken the oath to advance, to capture new accounts, to grow their sales, to do whatever it takes to win?
Excuse #1 - "It's better to wait until business picks up."
General Douglas MacArthur US Army, knew the cause of failure: "The history of failure can be summed up in two words: too late. Too late in comprehending the deadly purpose of a potential enemy; too late in realizing the mortal danger; too late in preparedness; too late in uniting all possible forces for resistance; too late in training our troops."
Excuse #2 - "My competitor has an advantage over me."
General George Patton, US Army, knew the attitude it takes to win when he said: "It is the cold glitter in the attacker's eye not the point of the questing bayonet that breaks the line."
Excuse #3 - "It's difficult when customers are not buying."
Here's what Admiral Ernest J King, US Navy, had to say: "DIFFICULT is the name given to things which it is our business to overcome."
Excuse #4 - "My objectives are too high."
Here's what Napoleon Bonaparte, French Emperor, has to say: “How many things apparently impossible have nevertheless been performed by resolute men and women who had no alternatives but death!”
Excuse #5 - "I have been given an impossible task."
Here's what Field Marshal Arthur Wellesley, British Army, has to say: "He who declares a thing to be impossible, which is subsequently accomplished, registers his own incapacity."
PS: To learn how I went from a nobody to the #1 sales trainer In the 200 billion dollar foodservice distribution industry visit

Monday, April 11, 2016

"I Really Love What I Do"

If you are a new sales person and do not understand the principles of selling your reactions are predictable. When faced with a tough customer you get humiliated, upset, embarrassed and mad. You take the prospects rudeness as a personal insult.

Your ego gets wounded and your mind starts filling up with negative thoughts. Your attitude is reflected in your face.  You try to get control – but it’s too late.  The prospect won in the first round!

If you DO understand the principles of selling your reaction is also predictable.  You understand that you are a sales person and the prospect is on the defensive. They are afraid you are going talk them into something they do not want.

The prospect is afraid you have a certain power over them and that is why they are ignoring you.   By understanding the PRINCIPLES you know that the customer is simply setting the stage and sending you a message – a message that says he is important, his time is valuable, he is in control of this meeting. By understanding the PRINCIPLES you do not let the situation turn negative.

 You say to yourself “I really love what I do – I love my profession.”

 “I really love playing the selling game.”

"He’s made his first move and he is doing it quite well."

 "When he does acknowledge me I will greet him with a smile and an attitude of appreciation for letting me talk to him."

The person who fails usually has been thoroughly trained in the products and services they are going to sell - they have NOT been trained in the psychology and principles of selling.

Most non-selling managers and business owners believe that successful sales people are born that way. This is simply not true. A sales person needs professional training just as much as a doctor, lawyer, airline pilot, accountant, carpenter or chef. Why should selling be any different?

Successful sales people learn the principles of selling and apply them.  Sales people who fail do not learn the principles of selling and rely on their ability to “wing it”, which ultimately lets them down. We have already touched on an important principle.

The key is managing your attitude under all the various selling situations. Programming your mind to react in a certain way in a specific situation.

To manage your attitude you must monitor your thoughts and feelings under every selling situation. Approach it as if you were doing a scientific study.  When you find that you are reacting negatively to a specific situation, you have found an opportunity to sharpen your skill.

click here for an audio or pdf of this topic

Friday, April 8, 2016

Why they are out of business

"Doing business based on relationships, service, and trust, is just not as highly valued as it used to be."

"In today's economy it has become about contracts and pennies."
"The passion for service is gone."

"Willing to do what-ever-it-takes to serve the customer doesn't have the value it used to have."

Those are four quotes from the president of a distribution company given during an interview as the reason they shut down their business. I have some concerns about this. As bad as I hate to see anyone close down (because it can almost always be avoided) I think these reasons are pretty thin.

Let's do a little case study. Let's look at this from the customer's point of view.

Relationship: If you think relationships are not highly valued, try doing business without one. Just the opposite is true!

I am not going to pay a higher price because of our relationship, but you will get to keep my business if we have a good relationship and you don't take advantage of it. I mean that when your company has a special price on something and you don't offer it to me because you know I will buy it anyway, is that a relationship or are you just using me to pad your gross profit?

If a competitor comes in and offers me a lower price on something that you have been overcharging me on, is that taking a relationship seriously? It seems to me that a relationship is a two way street. I give you my business and you take care of me.

I have every competitor in the market calling on me begging for my business! Do you think I am going to turn them away while you are calling me on the phone for your order and they are bringing me samples, specials and ideas?

From a customer's point of view the relationship has to be stronger than ever before. It has to be sincere. It has to be beneficial for both of us. Trust: Integrity is another word for trust. Do these examples below make me trust you? You can fool some of the people some of the time, but trust is more important than ever. You have to earn it by telling the truth.

~Do these examples build trust?

~A pound cake is not really a pound.

~A foot long hot dog is only 10 inches.

~Many number 10 cans are not number 10’s.

~Shrimp baskets don’t have all the shrimp.

~Retailers put incorrect prices in their scanners.

~Product manipulation, product substitution and short weight are considered strategies.

~Intentional invoice over charges and mistakes are built into the system of many banks, credit card companies and mortgage companies.

~Water is injected in lobster tails to increase their weight.

~Products are in the market that are over breaded, over glazed and over pumped.

~Scallops are soaked in sodium-trypoly-phosphate to increase weight. 37 billion bottles of water are sold every year with much of it being simply tap water!

HONESTY ALWAYS WORKS BEST! The best sales person is always the one who bluntly tells the truth. It is not only impressive but it leaves a trail of trust behind. Not the best talker wins, it’s the most honest talker. The best approach to building customer trust is to deserve confidence.

Service: "What-ever-it-takes to serve the customer doesn't have the value it used to have!" Immediate, enthusiastic and energetic response to a customer request is more valued than ever.

The problem is sales people have become so dependent on technology that the secret of good customer service has disappeared! What does your voice mail sound like? If you are a president or vice president, call your own company and see what impression your customers are getting. Passion for service is more appreciated than it has ever been, because it is so rare!

"Dial 1 for shipping, dial 2 for warehouse, dial 3 for directions, dial 4 for credit, dial 5 for accounts payable!" Is that "what-ever-it-takes service?”

Here's the bottom line. Things are changing. FAST. And if you are not changing with them you know what will happen.

The solution? You have to do things the hard way - you have to go back to SELLING! You have to get back to making face to face contact (that's called service), bring your customers VALUE and some good reasons to TRUST you so you can build a good relationship.

click here to visit my bookstore

Thursday, February 18, 2016

Make more money by asking why

In buying or selling it is not always smart to be too decisive or knowledgeable. This is one of the classic strategies -it is well used by seasoned sales people.

This strategy is used to draw you out with the aim of extracting more information from you. You are up against a smooth buyer when this is used against you.

You will get better answers if you are slow to understand. The trouble is that most of us want to look good. We find it hard to say, “I don’t know” or “tell me that again.”

An excellent example of asking for help: While I was sitting in a sales manager's office getting ready to go to lunch with him, his secretary announced that his 11:45 life insurance appointment was here. I volunteered to leave, but he said it would only take a few minutes and to stay put.

The young insurance man entered the office, handed the sales manager an application and said, “You don’t want to buy any life insurance, do you?” That is considered the poorest choice of words a sales person could ever use.

The sales manager couldn’t believe what he was hearing. He sat the insurance man down and for 15 minutes lectured him on how to sell. He told him how to use features and benefits, family protection, cash build up and education funds.

The sales manager said he was going to buy $250,000 additional coverage and began showing the young insurance man how to fill out the application. The sales manager handed the insurance salesman the completed application along with a deposit check and said, “Son, I hope you have learned never to use that opening question again?”

As the insurance man was leaving, his signed application and deposit check in hand, he turned to the sales manager and said, “Oh, I never use that line, unless I’m calling on a sales manager.”

Customer surveys are basically useless because people only tell you what you want to hear. Here is a magic question that will reveal the true feelings of your customer:

How can I make it better?

Q: How has our service been? A: It has been fine. Q: How can we make it better?

By using this additional question you are able to extract the real information you need. With this information you may be able to make changes or improvements before its too late and you lose the customer to a more creative competitor.

click here to visit my bookstore

Friday, February 5, 2016

KISS principle applied to sales

KISS is an acronym for "Keep it simple, stupid" used as a design principle by the U.S. Navy in 1960. The KISS principle states that most systems work best if they are kept simple rather than made complicated; therefore simplicity should be a key goal in design and unnecessary complexity should be avoided.

1 Attitude. Train your mind to stay focused on your goals. Maintain the attitude of a winner. Aggressively approach each problem as another opportunity to increase sales.

2 Respect. Earn the total respect of your customer by being an expert in your business.

3 Service. You will KNOW with absolute certainty that you can sell anybody if you approach people with the thought of "How can I be of service".

4 Urgency. The way to attract customers to buy from you is by responding to every problem, opportunity or situation at the speed of light.

5 Confidence. Without the security of a guaranteed income you must stop your mind from continually interrupting you with fears of failure and rejection.

6 Persistence. Selling can be done with mathematical certainty when you know how the numbers work and work those numbers with persistence.

7 Planning. Implement a few effective planning strategies and you will increase your call effectiveness as much as seventy percent!

8 Attention. Have an irresistible offer that will have your prospects leaning forward asking for more!

9 Questions. Ask questions that will have every buyer give you a blueprint showing exactly how to make the sale.

10 Presenting. Give an honest, persuasive presentation and you will have the key that will open the door to every sale!

11 Objections. Buyers give objections because you have not done your job of thoroughly presenting your irresistible offer.

12 Closing. The skill that separates the amateurs from the professionals is not being timid when it is time to close the sale.

13 Follow up. Be so good in your follow up activities that you lock out the competition and keep customers buying.

click here to visit my bookstore

Thursday, January 28, 2016

It take guts to be in sales

I looked the word "guts" up in the thesaurus - here's what came back - courage, dauntlessness, heart, mettle, moxie, pluck, resolution, spirit, backbone, grit, intestinal fortitude, nerve, spunk! Put THAT list next to the phone or on the dash board because THAT DESCRIBES YOU!

When somebody rejects you just say this:

"Two words for you buddy - thank you!" You are simply that much closer to finding a REAL customer.

The bigger the stakes, the bigger the chance for rejection. If you were playing in the Super Bowl and your team lost because YOU fumbled the ball THAT would be the ultimate rejection. How many millions of people would be rejecting you? Without taking that risk of rejection you lose before you even start. You will never be in the Super Bowl of Sales.

Nobody likes rejection. It's natural to feel some disappointment when you hear someone say "no."

The issue is how you deal with that rejection. When you hear no it means you are doing your job.

The issue of rejection is not what the prospect or customer thinks of you, but what you think of yourself. Another important part of dealing with rejection is understanding why they rejected you.

Here is what I mean.

The reason may have to do with timing - at this particular moment in time, as you are making your sales call, they may be perfectly happy with their current vendor. They may have just had a fight with their spouse and you happen to be the first one they talk to. They may have not had anything to eat all day and it is affecting their mood. They may have just been turned down for a promotion - or a loan - or a new job. They may have just had to fire one of their employees. All these things have nothing to do with you.

Selling is really simple. Selling is asking enough people to buy your products and services. Selling is weeding out all the one's that don't "get it." All you have to do is ask enough people to buy your products and services and SOMEONE WILL BUY! If you don't make the request the customer is already ahead - you've made things easy for them! You've eliminated the possibility that they might actually say yes.

Don't let fear of rejection keep you from making the call. Approach each prospect with the idea that you are qualifying THEM. Do they qualify to buy from ME? Do they have the means to pay for what I am selling? Are they smart enough to realize the value of what I am offering? Are they worth the investment of my valuable time? Is there enough business on the table for me to spend time and money to get my share?

If not, simply REJECT THEM and go on.

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Sunday, January 24, 2016

Guarantee more sales

A friend of mine told me about the time he was a national sales manager for a pharmaceutical company and had the challenge of getting his sales people to make more calls.

While thinking about how to approach his sales team with the challenge of making more calls he phoned one of his friends, an up and coming physician who worked for a new service that makes house calls on patients, to ask his opinion about one of the products he was selling. When the doctor came to the phone he said “I just can’t talk to you now, call me at nine-thirty tonight.”

When the sales manager telephoned that night the doctor apologized. “I’m sorry I couldn’t talk to you today, it’s just one of my regular days – I made house calls on thirty-four patients, had an hour and a half of consultation at my office and delivered two babies.”

My friend said he was not at a loss for an interesting opening statement when he began his speech at their national sales meeting.

Are you familiar with The Rule of Seven? It started back in Hollywood during the Great Depression, when people had limited money and shouldn't have been spending it on movies when they had so many other, more pressing needs. The marketing folks discovered that to motivate a person to attend a show, they had to hit those people at least 7 times in a short period of time. Then they showed up at the box office. We've got to do the same thing with our personal selling. When you target a new account, try making seven calls with short intervals in between.

"Familiarity breeds contempt," is commonly accepted, but it is not true. A study conducted in 1982 published in the Journal of Experimental Social Psychology, by R. L. Moreland and R. B. Zajonc, said that repeated exposure to any stimulus leads to a greater appreciation and liking. This is great news for us in sales and marketing. Exposure and repetition can only increase sales.

As a sales person there are several things you can do on the personal level that will make you unique. The first thing you can do is show up either in person, on the phone, in the mail or in their email inbox.

Bottom line: to increase sales make more calls

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