TAG: selling

Communication Coach: How the right words predictably sell

April 25, 2018By

I get it. Writing is not your thing. You would rather craft your message with a video. That’s your preferred communication medium. Or maybe you like to use snapshots on Instagram to tell your story. What matters is finding a medium that you are comfortable using. Just keep in mind that whether your message is written, spoken or communicated nonverbally... read more

Profit Power: Quicken your response times

July 21, 2015By

Imagine if you could respond twice as fast as your competitors to a client request or new lead inquiry. What advantage would it give you in the long run? This week I’m leading a peer group meeting in Michigan, and we’re discussing new selling techniques. The underlying theme in our discussions is speeding up response time. Slow response time (or... read more

Prepare, present and close

April 1, 2015By

Master the tricks of a perfect kitchen-table presentation. Public speaking or giving presentations is a nerve-wracking experience for most people. It requires confidence, concentration and knowledge of your subject matter. It also requires experience. If you’re not comfortable making a presentation to a customer, don’t worry, you’re not alone. Over the years I’ve literally given thousands of presentations to homeowners... read more

Case study: Staged to sell

March 12, 2015By

One landscape company helps clients sell their homes. As Michael Schmechtig observed real estate staging become popular and help sell homes, he got an idea. Buyers get their first impression of a home before they even get through the door—so why not stage the exterior? He put the idea in motion in 2010, when his company, Schmechtig Landscapes in Mundelein,... read more

Habits of successful salespeople: Listening

February 17, 2015By

The most successful salespeople are the best listeners. Yes, successful salesmen must be articulate, but listening is where you build rapport. And it’s rapport that a salesman needs to increase closing success. Rule No. 1: If you’re talking, you’re not listening. Rule No. 2: The more you talk (and the less the client does), the lower your success rate. The... read more

Ep. 109: Making sales fun

December 11, 2014By

  Kirk Gibson, sales manager of Bobcat and Doosan, discusses selling professionally. Some of the topics covered include the “projection is perception” theory, the sales process and the 2 C’s: confidence and competence. In addition, he explains how to get a client to commit and how to make sales fun! read more

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