Sell Smarter: Don’t be a Lyman.

Jul 6,2019 / By Scott Fishman / No Comment

The following is an excerpt from The Sell Smarter Collection.

Make friends with them. Don’t just sell them.

It’s a fact that people will buy from someone they like. One of the easiest ways to prove this is looking at the opposite statement for corroboration. People will rarely buy from someone they don’t’ like. Ever met a top salesperson that was a total dick? If so, did you observe them around their clients? I bet they were the exact opposite when in the zone. They flip the switch and become super personable when it counts. This is important. The key is, to be genuine.

Business Tip: Finish Strong

Dec 2,2018 / By Scott Fishman / No Comment

Finish Strong

As Jon and I discussed in this week’s podcast, 2018 is rapidly drawing to a close and it truly is up to you to decide how you will finish your business out.

Look at your calendar. As of the time of this writing, you have 15 real business days left to make an impact. Once those 3 weeks are done, you will hit the holiday quicksand.

Start selling already… your customers need you!

May 4,2018 / By Scott Fishman / No Comment

Start selling already!

In our most recent podcast episode, Jon and I are very clear with the Seven Minute Sales Minute listeners that sales professionals truly don’t start selling until we hit the first objection. Prior to the first speed bump, we are merely having a conversation, performing a demo, or being an order taker. It’s not until we have to overcome objections that we begin to earn our keep.

If you turtle and punt to setting a follow-up appointment at the first sign of adversity, you need to rethink your approach. Not only is friction in the sales process a good think, it’s abundantly necessary.