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Selling Direct Mail Advertising. A 21 Year Old Advertising Rep Paid Me $500 For What I’m About To Share With You For Free

Selling Direct Mail Advertising. A 21 Year Old Advertising Rep Paid Me $500 For What I’m About To Share With You For Free

[ 0 ] April 29, 2017 |

I’ve written several books on selling. One was titled Selling Local Advertising. Today I got a call from a 21 year old rep that sells bundled direct mail advertising packages to local advertisers…mostly small business owners. Te young man told me who he was, that he had read my book on selling advertising, and that […]

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Sales Training Videos. The Language Of Selling. Describing What You Do For A Living By Claude Whitacre

Sales Training Videos. The Language Of Selling. Describing What You Do For A Living By Claude Whitacre

[ 0 ] April 17, 2017 |

Always accurately describe what you do if you are in sales. A very common mistake new salespeople make is trying to pretend they do something else, rather than sell a product or service. It’s possible that they feel that the sales prospect will see them in a better light…or that it’s somehow demeaning to be […]

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Closing Sales. How To Sound When You Are Closing A Sale By Claude Whitacre

Closing Sales. How To Sound When You Are Closing A Sale By Claude Whitacre

[ 0 ] April 11, 2017 |

One aspect of closing sales that is seldom addressed is how you sound as you begin closing. I’ve watched hundreds of sale die because the salesperson changed something when they started closing the sale…asking someone to buy. They change the speed, cadence, tone, volume of their speech. They may change position, start looking at the […]

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Positioning Yourself As Being In Demand When Sales Prospecting And Selling By Claude Whitacre

Positioning Yourself As Being In Demand When Sales Prospecting And Selling By Claude Whitacre

[ 0 ] April 11, 2017 |

A short post. As a salesperson, it’s important to always have the sales prospect see you as “in demand”. In other words, they have to see evidence that you are someone that buyers seek out, and that people are trying to buy what you sell. Why? Because if everyone wants what you sell, it must […]

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Sales Language… Using The Words “Popular” and “Recommendation” In Selling By Claude Whitacre

Sales Language… Using The Words “Popular” and “Recommendation” In Selling By Claude Whitacre

[ 0 ] April 10, 2017 |

When you are in the process of answering questions when selling…I’ve found two words that really help. I like to ask “Would you like to know what’s most popular?” or “Would you like to know the most popular option?” and “May I make a recommendation?” Why the word Popular? We have a strong inner need […]

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Sales Language. Use The Best Language To Describe What You Sell And Create An Image In The Customers’s Mind By Claude Whitacre

Sales Language. Use The Best Language To Describe What You Sell And Create An Image In The Customers’s Mind By Claude Whitacre

[ 0 ] April 9, 2017 |

Use of the best words to describe what you sell. Some words imply a benefit or create and image in people’s minds. For example, if you sell something that is heavy, it’s better to call it sturdy, well built, substantial…..these sound like benefits, even though they also mean heavy. You want to be accurate, and […]

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