Albert Einstein formulated the theory that says that space and time are relative concepts rather than absolute concepts. For example, consider a car speedometer reading at 65 miles per hour. How fast is the car going? This question seems like the beginning of the joke of who is buried in Grant’s tomb and you are expecting a punch line. No joke here, I assure you. As a matter of fact, most would respond 65 miles per hour. This is the correct answer if and only if you are comparing the car to someone who is not moving. However, if you compare that same car to the car driving next to it that is driving 55 miles per hour, your car is only moving at 10 miles per hour.

Read more ...

We all know the customer is the most important person in our business, but sometimes we forget that the second most important person in the business is any employee that comes in contact with our customers in anyway. Plus the employee that contacts the customer face-to-face, so to speak, is the person who represents the business in the customers mind. If that representation is not a great experience for the customer, the business suffers.

Read more ...

When you can get the prospect to think that they cannot live without purchasing your product or get them to think that they will be much better off purchasing the product / service from you instead of your competition you will close the sale.

Read more ...

Did you know that you can earn residual income from other peoples work? It is legal, ethical and most importantly, it is true. Each and every time one of the people to whom you delegate the responsibility to moving a product does indeed close a sale, you stand to profit from that transaction without having to lift a finger. Imagine how much money you are able to generate with this concept.

Read more ...

It takes something special to sell in a down economy. Unless sales people are properly equipped, it’s easy for them to get discouraged and give up, perhaps before they even get started. When salespeople stop selling, falling revenues eventually cause pain for all employees and can threaten the very existence of the business. That’s why it’s in everybody’s best interest to ensure that every salesperson has the one thing that will keep them producing sales in a down economy.

Read more ...

When you are qualifying a prospect or finding the problems as I call it, you want to probe deep inside to find the logical and emotional reasons why they want what you are offering.

Read more ...

There are thousands of companies across the world that would improve their sales with a few simple changes to their sales techniques. Often a few very simple steps make an enormous difference. So if you are confident with the product or service that your company offer but feel like you aren’t making nearly enough sales then you need to ask yourself why? It is often the case that you will see your competitors making more sales or achieving more client acquisitions than you even though they offer an inferior product. This is the point at which you really need to consider why this is happening. It is often the case that in this situation you have been using the same sales staff that you have done for years. They were the staff that have got you where you are today and this is often true.

Read more ...

A lot of entrepreneurs all ask me the same question, “Hey Mark, if you’re the ‘Sales Made Simple Coach’, what’s the one piece of advice you can give me to make my sales process easier and more effective?”

Read more ...

Ok. This is false advertising. There is no secret to “overcoming” the price objection. The truth is that the price objection cannot be overcome. That is because it isn’t intended to be overcome. It is meant to be resolved through thought facilitation by a sales person. The sales person’s role is to help the prospect work through the price concern as opposed to attempting to overcome it.

Read more ...

Have you ever thought of your sales staff as customers? Henry Ford thought of his employees as customers for his cars. He wanted to pay them enough and charge the buyers so little that his employees could afford to buy the cars that they made. I think we should go even further with the sales staff: We should literally treat them as customers of their company management. If that’s not something more and more businesses recognize in the coming year, it should be.

Read more ...