Consultative Selling in Action

Written by Jamie Irvine | 3.5 Minute Read

In my current sales role I have been managing my territory for nearly a year and in the last month, I have had three very productive meetings with customers where I was able to be a truly consultative sales person.

Let me tell you the story.  Continue reading “Consultative Selling in Action”

The Emotional Side of Sales

Written by Jamie Irvine | 3.5 Minute Read

If you care about your career, your business, and the people you do business with then regardless of whether you are willing to admit it or not there is an emotional side to sales.

All the sales training tells us that when we are selling we need to put our heart and soul into our sales process but then when we are rejected all the sales training tells us to not take it personally.

How can you do both? Continue reading “The Emotional Side of Sales”

Get Out of Your Own Way and Profit

We often spend a lot of time worrying about what our competitors are doing. We genuinely think that our competitors represent the greatest risk to our companies.

When we look at our P & L we think sales are too low, costs are too high, and profit is elusive so we blame competitors, the market conditions, globalization, and other external factors.

What if I told you that the largest threat to your business was ALWAYS internal? Continue reading “Get Out of Your Own Way and Profit”

3 Different Types of Sales Presentations (3.5 minute read)

The art of being a great salesperson is, in my opinion, best achieved when you marry inborn personality characteristics and training with a sales system that takes advantage of the science of making money.

The system that most sales professionals use can be broken down into 4 individual steps. These steps kept in the correct order produce consistent and predictable results. The methodology and technology used to execute this system is merely the “how” and can be personalized to fit any salespersons preference and more importantly any customers preference. Continue reading “3 Different Types of Sales Presentations (3.5 minute read)”

What Kind of Sales Person Are You? (3-minute read)

You have a specific set of personality characteristics that define you. These personality characteristics that you inherited from your grandparent’s and parents were shaped by the environment you grew up in. The result is that you now have a personality profile and that profile can be matched to a specific job or role in a company.

Just as people from the same family can be very different from one another despite sharing the same DNA, so can the role of a position in a company within an industry.

So what kind of salesperson are you? Continue reading “What Kind of Sales Person Are You? (3-minute read)”

The Blueprint for Starting a Business You Can Sell (3-minute read)

You have made a big decision. You are going to start your own business!

There is a lot of attention given to the start-up phase of becoming an entrepreneur but I would like to provide you with lessons I learned after my business was successful and I wanted to sell my business. By applying these lessons now, while you are in the start-up phase, I hope you can benefit from my experience and save yourself a great deal of time and future frustration.

If I was to do it all over again this is how I would do it! Continue reading “The Blueprint for Starting a Business You Can Sell (3-minute read)”

How to Write a Successful Sales Plan (3.5 minute read)

Learn about the key elements that make a sales plan successful.

Are you working in the right direction?

A sales plan will help you to organize your activity into a systematic approach that will move you consistently toward your goals. A sales plan establishes clearly defined goals, priorities, timetables, and necessary resources.  It is a roadmap to success.

Continue reading “How to Write a Successful Sales Plan (3.5 minute read)”