Category Archives: Closing

Use the Ben Franklin Close to Sell Anything

When I was in grade school, we had fundraisers which required each kid to sell a minimum allotment of stuff in order to fund field trips, school programs, and clubs. 

Usually we had to sell candy bars.

I was terrible at this. I’d trudge from house-to-house after school, knocking on doors and asking people to buy.

  • A lot of people weren’t home
  • Many said they had no cash
  • Most didn’t want what I was selling

At the end of 2 -3 hours, I was exhausted. I was lucky if I had sold more candy bars than I’d eaten.  I’d return home and beg my mom to buy everything I had left.

In high school, fundraising was optional. I could sell candy to pay for a trip, pay cash, or not go. Since I was poor, I missed a lot of field trips but at least I never had to sell candy again. Continue reading

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The 3-5-8 Rule for Successful Selling

I’m a big fan of keeping things simple by following a proven routine for getting things done that happen regularly.  

I eat the same thing for breakfast and for lunch nearly every day. I follow a consistent exercise routine. I have a handful of favorite T-shirts and shorts that I wear all the time.

I like to think that doing this frees my mind to focus my creative energy where it’s most important. My wife says I do this because I am anal retentive (but she loves me anyway).   Continue reading

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Sell What’s On the Truck

We neglected to notice the building had burned to the ground. (Photo via Unsplash by Dawn Armfield)

A long time ago in a land far away, I was a Sales Rep for a company that was transitioning from offering traditional break/fix computer services to offering 24×7 monitoring and support (aka managed services) for a flat monthly fee.  

Although our managed services practice was in a pre-launch phase, I made it my personal mission to build this business.

Within 6 months, I had sold 25% of our existing customers and 100% of our new customers a managed service plan.

One November morning I received a call from our biggest managed services customer. Continue reading

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Teach Your Reps to Not Undersell

As someone who grew up relatively poor, I don’t enjoy spending money and tend to be quite frugal. (Or, as my wife Ellen sometimes says, usually when I am wearing my favorite T-shirt, “Sometimes you are cheap to the point of being an embarrassment. You’re not going out with me looking like that. Go put on a nicer shirt.”)

Many times, when learning the price of something, I’d think to myself – I cannot believe anyone would spend so much money for that!

So you can probably understand that when I moved into the world of consultative technical sales, where deals ranged from thousands to millions of dollars, I had a lot to learn about money, perceived value, and business.

Fortunately for me, my customers and managers were more than willing to teach me.

Continue reading

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