Business

“Jeffrey, what’s the BEST way to make a sale?” When I’m asked this question (I’m asked it all the time), what the salesperson’s really asking is, “What’s the EASIEST way to make a sale?”

Who is Roald Dahl? He wrote Charlie and the Chocolate Factory in 1964. You may have seen Willy Wonka & the Chocolate Factory, the original starring Gene Wilder, or Charlie and the Chocolate Factory, the darker version (not dark chocolate) with Johnny Depp.

Everyone in management will tell every salesperson to “ask for referrals” or “don’t forget to ask for referrals” or “as soon as you make the sale, ask for a referral.”

I am finally calling BS on the biggest myth in selling. Salespeople quit or fail because they “fear rejection.” Give me a break. “Fear of rejection” is totally bogus.

If your emails are getting deleted or not getting returned, or you’re playing a numbers game (sending 1,000 – hoping for a few random responses), you’re probably also blaming the recipient or the Internet for the lack of response.

I’m writing on writing. It’s the core of my success. This article is the second part of a short course on how I write for each area of my outreach.

My secret to writing is not complex: I write like I talk. Writing in “speak” makes several things easy:

I was walking in the parking lot of my local Starbucks with Gabrielle, my 2-year-old daughter, in my arms, when a guy came over and started to talk to me. He told me he’d seen me give two different seminars several years ago and asked, “Hey, do you still do seminars?”

Can you recite your mission statement?

Come on! You’ve seen it a hundred times, maybe a thousand times. It’s some drivel about being number one, exceeding expectations, and building shareholder value that contains other nonsensical words that mean nothing to anyone except the marketing people who dreamed it up one afternoon.

March 29, 2012 Edmonton, Alberta will be Industrial Training International’s (ITI) operational headquarters of its new subsidiary and Canada Headquarters.  The company will continue to handle sales, marketing, design, and…