Category Archives for Sales

Sales techniques that work as hard as you do | Harvey Mackay

Sales techniques that work as hard as you do

Whether you run your own business or work for a company in a sales-related role, you’re always looking for sales techniques that work.  I’ve developed and learned many over the years from readers providing great advice. One person advised me to ask yes and yes questions.  He worked for Hyatt and asked himself, “What else can […]

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Selling is not all about the product

Over my decades in business, I’ve noticed a baffling trend:  “sales” has become a dirty word.  I’m on a life-long campaign to change that. In fact, many companies no longer call sales people sales people.  They have account executives or account specialists, business developers, client advisors, relationship consultants, territory managers and numerous other monikers.  I […]

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Use the Mackay Sales Scalpel to sharpen selling techniques

Everyone is in sales.  Why?  Because from the time we wake up until our heads hit the pillow at night, we are continually:  communicating, negotiating, persuading, influencing and selling ideas. Do you want to nail the sale?  The tool I use is called the Mackay Sales Scalpel.  It’s my sure-fire way to sharpen and pinpoint […]

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In Sales, Being Late Will Be Your Own Funeral

Diana DeLonzor wrote a book titled Never Be Late Again: 7 Cures for the Punctually Challenged.  In an article in HR Magazine, she canvassed human resource management “and found that 73 percent reported tardiness to be growing worse.” What motivates people to be late?  Two of the reasons she offers are: ” Some people are drawn to the […]

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Swim With the Sharks Without Being Eaten Alive

A few weeks ago I wrote about my 20th anniversary of this column.  This year, I also celebrate another important anniversary – 25 years since I published my first book, “Swim With the Sharks Without Being Eaten Alive.” “Sharks” is still selling briskly around the world after all this time because the concepts haven’t changed.  […]

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The Spin-To-Win Habit

In sales networking, contact vitality depends on finding ways to stay in touch.  For the first 25 years of my career, I would spend each Sunday night doing what I call Spin-to-Win.  I’d flip through my Rolodex.  I’d study all the little handwritten scribbles: How is the daughter of Client X doing in her first year away at […]

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The State of Sales

I will go to the ends of the earth to find ways to improve communication and selling, so I was delighted to be invited to Israel in July to be briefed by the crème-de-la-crème of Israel’s intelligence community.  Wall-to-wall briefings introduced me to 25 top strategists, military commanders and technology entrepreneurs.  Why is Israeli intelligence […]

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Increase Your Productivity

Guest blog post from Tom Hopkins, Bestselling Author of How to Master the Art of Selling ——— We all have the same 86,400 seconds in a day. That is a limitation of our existence. So, the only way to achieve more success with the time you have is to make that time more productive. Over […]

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The new face of buying and selling

The only constant in life is change.  And the sales game is certainly doing its share of changing. One of the biggest shifts seems to be in the buyer/seller relationship.  Research shows that buyers are not reaching out to contact salespeople and sales organizations until they’re 60-70 percent along in the decision process, according to […]

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Everyone is a salesperson … whether they like it or not

Everyone is a salesperson all of their life.  After all, whether you are a mechanic, teacher or a manager, you are selling ideas.  You are negotiating.  You are communicating … persuading … influencing. If you don’t believe you are a salesperson, I encourage you to rethink your position because the probability that you will become […]

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