Monthly Archives: June 2014


Give the same fixed-price product to a hundred business-owners and within three months 20% of those business-owners will be selling 80% of the products.

Selling success is not determined by the product, its price, the market or the economy. It’s determined by the presence – or otherwise – of basic skills in the seller.

Ethical, effective selling skills are learnable skills.

As you learn more, you sell more. There’s a simple cause-and-effect relationship at work here. Applying those skills to the conversations you have with would-be customers causes the kind of effects you would want for your revenue aspirations.

Sell better, sell more. That’s pretty much how it works.

All sales are not equal

Your ability to convert a person’s initial interest in your product or service into actual, paid business directly affects your firm’s revenues and your income.

Different prospective clients (or ‘prospects’, as we usually call them) require different levels of sales ability if you’re to convert their initial interest into actual, paid business.

Some people represent easier sales than others. Some people call you already 90% decided that they’re going to buy from you. Others call you already 90% decided that they’re not going to buy from you. Clearly, one is more difficult to sell to than the other.

You can grade any potential customer according to how easy or difficult it’s likely to be to convert them into actual customers. For example:

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Nobody buys your product

People don’t buy products or services because they want those products or services.

They buy them for the benefits and advantages they perceive they will gain by their purchase.

For example:

Nobody buys a drill because they want a drill. They buy a drill because they want holes.

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Additional listening

We wrote a little while about listening skills and how to do better at properly, actively listening. (See here). That earlier post described an approach – using actual active-listening skills. this post gives some additional tips.

When reading these think about times when a person you’ve spoken to hasn’t given you these considerations. Then you’ll know how it feels and so you can hopefully avoid visiting the same annoyances on others.

Here we go:

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