INDUSTRY INSIGHTS YOUR PEERS ARE READING
They are clear that a sales presentation should be a dialogue between salesperson and audience. Volumes have been written about the skills needed for successful sales presentations. Advice abounds about how to present benefits, not features; how to conduct product demos; how to use influencing techniques; how to establish rapport; how to close; and more. MORE
Whether you’re a sales manager or a salesperson, the information presented by the expert bloggers in our Blog Carnival will broaden your understanding of this important topic. As you know, every once in a while we enjoy hosting a Blog Carnival. The “carnival” gives our readers a unique opportunity to gain valuable knowledge from numerous authors all in one convenient spot. MORE
He had worked as a medical device salesperson. The New York Post refers to Carmeron McDermott, 31, as a preppy trust-fund kid in the headline. So, of course, we are all going to be all-eyeballs. The read isn't disappointing. MORE
A former television personality and top-producing salesperson, Bob has shared the platform with some of today’s top business […]. In this day and age, what makes a great influencer? MORE
What did this salesperson do wrong? Yet the salesperson failed to make an appointment. The salesperson failed to let the buyer sample the product. You have a new business. Your product is chocolate-chip cookies. MORE
It might be a lost love, a lost job, the promotion we didn't receive, the disrespect we perceive we were a victim of and/or being cheated by a salesperson. Obsession is the theme of so much great literature. The classic example is the novel "Moby Dick." MORE
The salesperson, of course, was limited to the products on the shelf. Traditional large and midsized law firms should join the small ones and solos in feeling threatened by the online, on-demand services of LegalZoom. It has managed to migrate from B2C to B2B. MORE
I decided to talk about being a salesperson and the perceptions that many people have about sales and the selling process. So many people seem to automatically associate the word selling with many negative connotations such as high pressure, foot in the door, manipulation, conning someone into buying something they don’t want or can’t afford. Today , to be an effective salesperson you need to have a different approach. MORE
Salesperson. Corporate Executive. Motivational speaker. Politico. And, yes, Comic. All those roles involve talking for a living. To succeed mandates finding the right "stage" persona. MORE
Even the most non-green car salesperson knows to hammer the great miles per gallon. The shock of Trumpism is over. Vanity Fair can headline with the president's war on science. MORE
The mindset and tactics have to be that of a seasoned salesperson. The playbook is based on psychology, particularly the salesperson's. No smart salesperson goes into the pitch with the assumption that there will be a close. MORE
There was an introverted writer who fancied herself a gifted salesperson. She never again foisted herself on any organization as a salesperson. Dmyla - Dreamstime.com. MORE
They are clear that a sales presentation should be a dialogue between salesperson and audience. Volumes have been written about the skills needed for successful sales presentations. Advice abounds about how to present benefits, not features; how to conduct product demos; how to use influencing techniques; how to establish rapport; how to close; and more. MORE
Think about it: When is the last time you purchased something from a cool salesperson? I bought my new car at an East Haven, Connecticut dealership because from the get-go, the salesperson focused on me. The Cool Kids are everywhere. MORE
They directly involved, first, salesperson Dave Bradfield and, then, owner Greg Greenwood. Vendor relations are right up there with customer service when it comes to operating a successful global business. Therefore, my encounters, as a possible vendor, with Greenwood Chevrolet , Austintown, Ohio, were quite puzzling. MORE
Kennedy's eloquent rhetoric was a salesperson's keen understanding about what the American people needed and wanted. Ask successful businesspeople their "secret." " Most, in one way or another, will answer: Knowing how to sell. MORE
I’m in the market for a new car. I want a small SUV in the Honda CR-V / Toyota RAV-4 class. I’ll use this car primarily for commuting and weekend errand running. Since I don’t see gas prices declining, I want a four cylinder with good gas mileage. Because I drive a car until it has 100,000 miles on it, I want it fully loaded with nearly every option available. I want something with cargo capacity so I’m looking at the small SUVs. MORE
About every three months she gets a letter from the salesperson who sold it to her. Following Up After the Sale Humor and lightheartedness can be used after the sale to maintain a nonthreatening presence with the customer. This also helps create loyal customers and repeat business. Customers see that you didn't disappear immediately after getting their money. My office assistant bought a new Saturn automobile a few years ago. MORE
No, he couldn't see beyond his hunger for a bigger life than he was leading as a traveling salesperson in the Midwest. The 2016 film "The Founder" exposes the iconic Ray Kroc as a ruthless business mogul. His total focus was on his own success. MORE
" In itself that kind of transition from media innovator to salesperson can be problematic. The legal sector is still reeling from the reality that some partners at CKR Law reportedly have not been paid in about three months. Likewise, optimism in the tech world has been tempered by Uber's disappointing IPO and lousy performance of the stock. In this time of so much volatile change, many also recall how elite law firm Dewey LeBoeuf went out of business. MORE
Of course, like any seasoned salesperson, I prepared for the meeting. One salesperson's disrespect for another salesperson's time is unacceptable. I am no newbie to the rough-and-tumble world of selling vehicles. MORE
What did this salesperson do wrong? Yet the salesperson failed to make an appointment. The salesperson failed to let the buyer sample the product. You have a new business. Your product is chocolate-chip cookies. MORE
It is well-known that when we download a freebie we can expect a contact from a salesperson. The blog, tweet, Facebook post, and/or LinkedIn Update might receive plenty of traffic, including likes, shares, and comments. But those don't necessarily convert into Calls To Action (CTA). MORE
Is a salesperson motivated by the goal of remaining compliant? That’s something a salesperson would listen to. “There’s this one guy at my company who…”. So began my in-flight conversation about presentations and presentation mistakes. This happens a lot. MORE
Working as a freelance writer is as much a business as working as an insurance salesperson or a widget manufacturer. Chapter 18: Finding Markets: It takes work to run a business, any business. I happen to find it more fulfilling than selling insurance or manufacturing widgets, primarily because I like to write. Because I enjoy writing, I avoided the business aspects of my work in the beginning and, by golly, I didn’t get paid to do much writing. MORE
Nodding to a colleague when passing each other, asking a salesperson where a particular item is, or arranging to meet a friend after class—most people would agree—are relatively easy interactions. I'm developing this exercise for possible use in the new edition of Human Communication and I thought it might be of interest more generally for just about any course in speech communication or interpersonal communication. MORE
Ordinary human beings could have had their 15 minutes starring in the senior class play in high school or being designated salesperson of the month. Like celebrity handbag designer Kate Spade, celebrity chef Anthony Bourdain committed suicide this week. MORE
There's a gold mine for the salesperson in studying the source of their pain, what has not worked in relieving it, and what seems like it can work. In traditional seminars on selling we learn about mirroring. That's the basic strategy salespeople leverage. MORE
A salesman is now a salesperson. The use of sexist language is something you must also be careful to avoid in order to be in tune with today's society. There is an excellent section about this topic in the book Speak Like a Pro by Margaret Bedrosian. A fireman is now a firefighter. MORE
The universe blessed Cameron McDermott with good looks, pedigree, a prep school education, a good job as a medical device salesperson, and a trust fund. MORE
Watch for the premature elaboration: Salesperson: Hi, this is Name and we met last week at the ABC meeting. We do use hotels like X and if you can email me more information… Enthusiastic but ill prepared Salesperson cuts off prospect: Oh, yes! Do you see all the opportunities missed by this salesperson? The salesperson was passionate about the wrong thing! What is likely to happen when the salesperson calls back? MORE
You just lose it, punch the salesperson multiple times for bringing you a narrow, instead of a wide, size 8 shoe. Despite five years of mindfulness practice, my brain remains wired to process extreme angst. MORE
Booking Speeches Emerging Speaker Rising Superstar Speaker Seasoned Speaker Speaking Business Strategy booking more gigs developing a sales strategy finding speaking gigs hiring a salesperson hiring an agent list building prospecting sales strategy MORE
Worse, they’ll think you’re a crazy poor salesperson because they didn’t need/and didn’t ask for a 25% discount and you’ve just given away the store. Marketing, your Director of Revenue, or maybe even your DOS came up with a “great idea.” They gave you a 25% off promotion that you can use when prospecting. Their thinking: We need business now. Yes (if you’re desperate). NO (in every other case!). When you prospect based on a discount, you devalue everything you offer. MORE
Kurt won numerous Top Salesperson awards in his role as an individual contributor. Kurt Shaver delivers high-impact sales training and consulting to companies seeking increased production from their sales force. Kurt’s live training classes are followed by reinforcement sessions and exercises that insure the lessons become lasting habits. Consulting includes areas such as sales systems (CRM) implementation and effective compensation plans. Kurt brings 25 years of [.] MORE
No, we're not letting in the salesperson to deliver a pitch. The long success of fictional crime programming of shows such as "Criminal Minds" is due to the public fascination with serial killers. And the more twisted their MO the higher the rating for an episode. MORE
you move from the domain of salesperson to that of a supplier of words. What you do once an editor says “yes” can be as important as how you pitch your ideas. Upon having your proposal accepted by an editor, you have to discuss a number of details with your editor before you write. After all, once the editor says, “Yes, I’d love to buy that article from you.” Editors tend to be busy people but they also tend to be professional. MORE
In Japan , there is cosmetics salesperson Yoskio Lida. In America there are media tycoon Rupert Murdoch and investment guru Warren Buffett. Both are in the late 80s. Neither indicate they will be retiring. She is 85. She also shows no signs of retiring from work. MORE
Another advantage of humor is that it can help break down the status barrier between the salesperson and the client. It helps build a rapport and a sense of we instead of you and me which makes your point of view, as the salesperson, much more persuasive. MORE
Think about it: Some salespersons and some waiters make a lot of money through commission and tips. The displaced professional has become the new Everyman and Everywoman. The factors range from technological change to simple aging. MORE
Can you find the errors in selling and judgement made by this salesperson? She emails the salesperson with a few questions. Here is the salesperson’s response (plus my smarmy comments). Here is the salesperson’s 17th email : Sophie!!! Can you figure out why this is a loser’s email and what must be done to sell better? Here’s the backstory: The customer is interested in the hotel for an upcoming meeting. MORE
For example, if the individual is recognized as being a great salesperson, you will praise a personality aspect that supports this. Retirement speeches are due for retirement. A blend of good luck and bad means that retirement is becoming a thing of the past. The good luck is that we live longer, fitter lives. The bad luck is that retirement funds haven’t kept up with us. MORE
As a salesperson would put it: This dog don't hunt. That might be the best way to describe Megyn Kelly on "Sunday Night." " Kelly can't seem to connect with the audience. And that audience is drifting away. MORE
The salesperson with a cultured clipped British accent informed me that the subscription price was going up tomorrow. On my smartphone, the phone number had an international code. So, I answered it, with great hope that I was going to land another global account. MORE
Salesperson Related Topics 
Speaker Launcher
MAY 21, 2019
Booking Speeches Emerging Speaker Rising Superstar Speaker Seasoned Speaker Speaking Business Strategy booking more gigs developing a sales strategy finding speaking gigs hiring a salesperson hiring an agent list building prospecting sales strategy
Inter-Activ Presenting and Influencing
MARCH 8, 2009
I decided to talk about being a salesperson and the perceptions that many people have about sales and the selling process. So many people seem to automatically associate the word selling with many negative connotations such as high pressure, foot in the door, manipulation, conning someone into buying something they don’t want or can’t afford. Today , to be an effective salesperson you need to have a different approach.
Pivotal Public Speaking
APRIL 23, 2011
I’m in the market for a new car. I want a small SUV in the Honda CR-V / Toyota RAV-4 class. I’ll use this car primarily for commuting and weekend errand running. Since I don’t see gas prices declining, I want a four cylinder with good gas mileage. Because I drive a car until it has 100,000 miles on it, I want it fully loaded with nearly every option available. I want something with cargo capacity so I’m looking at the small SUVs.
Speaker Launcher
JUNE 27, 2019
A former television personality and top-producing salesperson, Bob has shared the platform with some of today’s top business […]. In this day and age, what makes a great influencer?
Speak Schmeak
AUGUST 30, 2011
What did this salesperson do wrong? Yet the salesperson failed to make an appointment. The salesperson failed to let the buyer sample the product. You have a new business. Your product is chocolate-chip cookies.
Jane Genova: Speechwriter - Ghostwriter
MARCH 13, 2016
The salesperson with a cultured clipped British accent informed me that the subscription price was going up tomorrow. On my smartphone, the phone number had an international code. So, I answered it, with great hope that I was going to land another global account.
Jane Genova: Speechwriter - Ghostwriter
FEBRUARY 19, 2017
Of course, like any seasoned salesperson, I prepared for the meeting. One salesperson's disrespect for another salesperson's time is unacceptable. I am no newbie to the rough-and-tumble world of selling vehicles.
SpeakerSue Says...
JUNE 26, 2012
Watch for the premature elaboration: Salesperson: Hi, this is Name and we met last week at the ABC meeting. We do use hotels like X and if you can email me more information… Enthusiastic but ill prepared Salesperson cuts off prospect: Oh, yes! Do you see all the opportunities missed by this salesperson? The salesperson was passionate about the wrong thing! What is likely to happen when the salesperson calls back?
Speak Schmeak
AUGUST 30, 2011
What did this salesperson do wrong? Yet the salesperson failed to make an appointment. The salesperson failed to let the buyer sample the product. You have a new business. Your product is chocolate-chip cookies.
SpeakerSue Says...
APRIL 12, 2019
Worse, they’ll think you’re a crazy poor salesperson because they didn’t need/and didn’t ask for a 25% discount and you’ve just given away the store. Marketing, your Director of Revenue, or maybe even your DOS came up with a “great idea.” They gave you a 25% off promotion that you can use when prospecting. Their thinking: We need business now. Yes (if you’re desperate). NO (in every other case!). When you prospect based on a discount, you devalue everything you offer.
The Communication Blog
JUNE 21, 2015
Nodding to a colleague when passing each other, asking a salesperson where a particular item is, or arranging to meet a friend after class—most people would agree—are relatively easy interactions. I'm developing this exercise for possible use in the new edition of Human Communication and I thought it might be of interest more generally for just about any course in speech communication or interpersonal communication.
Jane Genova: Speechwriter - Ghostwriter
JUNE 12, 2018
It is well-known that when we download a freebie we can expect a contact from a salesperson. The blog, tweet, Facebook post, and/or LinkedIn Update might receive plenty of traffic, including likes, shares, and comments. But those don't necessarily convert into Calls To Action (CTA).
Jane Genova: Speechwriter - Ghostwriter
JUNE 8, 2018
Ordinary human beings could have had their 15 minutes starring in the senior class play in high school or being designated salesperson of the month. Like celebrity handbag designer Kate Spade, celebrity chef Anthony Bourdain committed suicide this week.
Duarte Blog
MAY 3, 2017
Is a salesperson motivated by the goal of remaining compliant? That’s something a salesperson would listen to. “There’s this one guy at my company who…”. So began my in-flight conversation about presentations and presentation mistakes. This happens a lot.
Jane Genova: Speechwriter - Ghostwriter
DECEMBER 22, 2011
There was an introverted writer who fancied herself a gifted salesperson. She never again foisted herself on any organization as a salesperson. Dmyla - Dreamstime.com.
Pivotal Public Speaking
JANUARY 25, 2011
They are clear that a sales presentation should be a dialogue between salesperson and audience. Volumes have been written about the skills needed for successful sales presentations. Advice abounds about how to present benefits, not features; how to conduct product demos; how to use influencing techniques; how to establish rapport; how to close; and more.
Six-Figure Freelancer Blog
FEBRUARY 5, 2011
you move from the domain of salesperson to that of a supplier of words. What you do once an editor says “yes” can be as important as how you pitch your ideas. Upon having your proposal accepted by an editor, you have to discuss a number of details with your editor before you write. After all, once the editor says, “Yes, I’d love to buy that article from you.” Editors tend to be busy people but they also tend to be professional.
Jane Genova: Speechwriter - Ghostwriter
JANUARY 23, 2014
Think about it: When is the last time you purchased something from a cool salesperson? I bought my new car at an East Haven, Connecticut dealership because from the get-go, the salesperson focused on me. The Cool Kids are everywhere.
Jane Genova: Speechwriter - Ghostwriter
JULY 18, 2017
As a salesperson would put it: This dog don't hunt. That might be the best way to describe Megyn Kelly on "Sunday Night." " Kelly can't seem to connect with the audience. And that audience is drifting away.
Jane Genova: Speechwriter - Ghostwriter
SEPTEMBER 15, 2018
No, we're not letting in the salesperson to deliver a pitch. The long success of fictional crime programming of shows such as "Criminal Minds" is due to the public fascination with serial killers. And the more twisted their MO the higher the rating for an episode.
Great Public Speaking
JULY 27, 2011
Another advantage of humor is that it can help break down the status barrier between the salesperson and the client. It helps build a rapport and a sense of we instead of you and me which makes your point of view, as the salesperson, much more persuasive.
Jane Genova: Speechwriter - Ghostwriter
MARCH 30, 2017
Even the most non-green car salesperson knows to hammer the great miles per gallon. The shock of Trumpism is over. Vanity Fair can headline with the president's war on science.
Jane Genova: Speechwriter - Ghostwriter
MARCH 15, 2017
They directly involved, first, salesperson Dave Bradfield and, then, owner Greg Greenwood. Vendor relations are right up there with customer service when it comes to operating a successful global business. Therefore, my encounters, as a possible vendor, with Greenwood Chevrolet , Austintown, Ohio, were quite puzzling.
Professionally Speaking...
MARCH 10, 2010
They are clear that a sales presentation should be a dialogue between salesperson and audience. Volumes have been written about the skills needed for successful sales presentations. Advice abounds about how to present benefits, not features; how to conduct product demos; how to use influencing techniques; how to establish rapport; how to close; and more.
Jane Genova: Speechwriter - Ghostwriter
MAY 4, 2018
The mindset and tactics have to be that of a seasoned salesperson. The playbook is based on psychology, particularly the salesperson's. No smart salesperson goes into the pitch with the assumption that there will be a close.
Jane Genova: Speechwriter - Ghostwriter
AUGUST 17, 2013
There's a gold mine for the salesperson in studying the source of their pain, what has not worked in relieving it, and what seems like it can work. In traditional seminars on selling we learn about mirroring. That's the basic strategy salespeople leverage.
Jane Genova: Speechwriter - Ghostwriter
DECEMBER 30, 2016
Think about it: Some salespersons and some waiters make a lot of money through commission and tips. The displaced professional has become the new Everyman and Everywoman. The factors range from technological change to simple aging.
DeFinis Communications
AUGUST 17, 2011
Whether you’re a sales manager or a salesperson, the information presented by the expert bloggers in our Blog Carnival will broaden your understanding of this important topic. As you know, every once in a while we enjoy hosting a Blog Carnival. The “carnival” gives our readers a unique opportunity to gain valuable knowledge from numerous authors all in one convenient spot.
Jane Genova: Speechwriter - Ghostwriter
MAY 4, 2017
It might be a lost love, a lost job, the promotion we didn't receive, the disrespect we perceive we were a victim of and/or being cheated by a salesperson. Obsession is the theme of so much great literature. The classic example is the novel "Moby Dick."
Jane Genova: Speechwriter - Ghostwriter
MAY 20, 2019
" In itself that kind of transition from media innovator to salesperson can be problematic. The legal sector is still reeling from the reality that some partners at CKR Law reportedly have not been paid in about three months. Likewise, optimism in the tech world has been tempered by Uber's disappointing IPO and lousy performance of the stock. In this time of so much volatile change, many also recall how elite law firm Dewey LeBoeuf went out of business.
Jane Genova: Speechwriter - Ghostwriter
MAY 29, 2015
Kennedy's eloquent rhetoric was a salesperson's keen understanding about what the American people needed and wanted. Ask successful businesspeople their "secret." " Most, in one way or another, will answer: Knowing how to sell.
Great Public Speaking
NOVEMBER 1, 2010
About every three months she gets a letter from the salesperson who sold it to her. Following Up After the Sale Humor and lightheartedness can be used after the sale to maintain a nonthreatening presence with the customer. This also helps create loyal customers and repeat business. Customers see that you didn't disappear immediately after getting their money. My office assistant bought a new Saturn automobile a few years ago.
Great Public Speaking
DECEMBER 27, 2011
A salesman is now a salesperson. The use of sexist language is something you must also be careful to avoid in order to be in tune with today's society. There is an excellent section about this topic in the book Speak Like a Pro by Margaret Bedrosian. A fireman is now a firefighter.
Jane Genova: Speechwriter - Ghostwriter
JULY 3, 2017
In Japan , there is cosmetics salesperson Yoskio Lida. In America there are media tycoon Rupert Murdoch and investment guru Warren Buffett. Both are in the late 80s. Neither indicate they will be retiring. She is 85. She also shows no signs of retiring from work.
Jane Genova: Speechwriter - Ghostwriter
JUNE 16, 2017
Salesperson. Corporate Executive. Motivational speaker. Politico. And, yes, Comic. All those roles involve talking for a living. To succeed mandates finding the right "stage" persona.
Jane Genova: Speechwriter - Ghostwriter
JUNE 9, 2017
He had worked as a medical device salesperson. The New York Post refers to Carmeron McDermott, 31, as a preppy trust-fund kid in the headline. So, of course, we are all going to be all-eyeballs. The read isn't disappointing.
The Presenter's Blog
JANUARY 16, 2012
For example, if the individual is recognized as being a great salesperson, you will praise a personality aspect that supports this. Retirement speeches are due for retirement. A blend of good luck and bad means that retirement is becoming a thing of the past. The good luck is that we live longer, fitter lives. The bad luck is that retirement funds haven’t kept up with us.
Jane Genova: Speechwriter - Ghostwriter
FEBRUARY 24, 2017
No, he couldn't see beyond his hunger for a bigger life than he was leading as a traveling salesperson in the Midwest. The 2016 film "The Founder" exposes the iconic Ray Kroc as a ruthless business mogul. His total focus was on his own success.
SpeakerSue Says...
OCTOBER 11, 2012
Can you find the errors in selling and judgement made by this salesperson? She emails the salesperson with a few questions. Here is the salesperson’s response (plus my smarmy comments). Here is the salesperson’s 17th email : Sophie!!! Can you figure out why this is a loser’s email and what must be done to sell better? Here’s the backstory: The customer is interested in the hotel for an upcoming meeting.
Jane Genova: Speechwriter - Ghostwriter
JULY 31, 2018
The salesperson, of course, was limited to the products on the shelf. Traditional large and midsized law firms should join the small ones and solos in feeling threatened by the online, on-demand services of LegalZoom. It has managed to migrate from B2C to B2B.
Jane Genova: Speechwriter - Ghostwriter
JUNE 26, 2015
You just lose it, punch the salesperson multiple times for bringing you a narrow, instead of a wide, size 8 shoe. Despite five years of mindfulness practice, my brain remains wired to process extreme angst.
Ian Griffin - Professionally Speaking
JANUARY 24, 2011
Kurt won numerous Top Salesperson awards in his role as an individual contributor. Kurt Shaver delivers high-impact sales training and consulting to companies seeking increased production from their sales force. Kurt’s live training classes are followed by reinforcement sessions and exercises that insure the lessons become lasting habits. Consulting includes areas such as sales systems (CRM) implementation and effective compensation plans. Kurt brings 25 years of [.]
Six-Figure Freelancer Blog
JANUARY 29, 2011
Working as a freelance writer is as much a business as working as an insurance salesperson or a widget manufacturer. Chapter 18: Finding Markets: It takes work to run a business, any business. I happen to find it more fulfilling than selling insurance or manufacturing widgets, primarily because I like to write. Because I enjoy writing, I avoided the business aspects of my work in the beginning and, by golly, I didn’t get paid to do much writing.
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