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


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


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


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