Tuesday, October 21, 2008

You Gotta Ask!

If you want to increase your income in troubled times, you have to ask questions and search out opportunities. I teach a 3 question approach to this technique and the first question is:

"What else are you working on that I can help you with today?"

This question has two purposes. First, it stops YOU from running for the door, making the next phone call, or sending the next e-mail. Second, it stops your client from doing the same thing.

They take a moment to think what they have on their table and see if they need you for something else.

Try it for a few days on every call and see how it works.

Thursday, October 9, 2008

Welcome to Nowell's Sales Thoughts

This blog will discuss the sales process and the honorable profession that is Selling. I have been selling stuff for fifty years. In many industries from food service (my first kool-aid stand) to promotional products, my life has been spent helping people make good decisions on what to purchase to help their lives.

As a sales trainer and writer for magazines aimed at sales people, I've been focused on the process of selling. I am a behaviorist, not a motivator. I concentrate on the activities that make sales people successful.

As far as I'm concerned, if you are reading this, you are motivated to succeed in selling. If you are reading this, you are looking for ideas that will help you put money in your pocket.

Welcome to the adventure that I find selling to be. I hope you enjoy the trip.