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The Center for Sales Strategy Blog

Wanna Buy a Frog?: Selling Techniques From a 5 Year Old

FrogAJust like every other five year old tomboy, I loved frogs… especially the baby ones. And in my town, after it rained, momma frogs and baby frogs were everywhere. As soon as the downpour was tamed into a light sprinkle… my brother, sister and I couldn’t get outside fast enough to search for baby frogs. The big frogs were ok, but it was the teeny tiny baby frogs that we were after. 

Topics: sales strategy Sales

SELLING TECHNIQUES: Stop Sitting at the Kiddie Table

kid tableWhy, oh why, as salespeople, do we put ourselves in a position without access to the person who actually makes decisions on where dollars will be spent? Maybe it's important to look at why we aren't invited to the big kids’ table. It's because there are lots of people around us who have bad manners. They don't set agendas for meetings. They don't contract for next steps. They have nothing relevant to talk about, so they are perceived as time wasters (and they probably chew with their mouths open). 

Topics: setting expectations Sales


Ben The first time I heard this phrase was in 2000, I was watching the movie Boiler Room in Denver, Colorado. Ben Affleck’s character was trying to “motivate”—or better said— “scare the dickens” out of his rookie recruits. I vividly remember him leaning over the conference room table, squarely looking each and every recruit in the eye telling them with force… “sell or be sold… someone is always selling… either you are selling them on why they should buy OR they are selling you on why they won’t/can’t buy... ”

Topics: sales strategy Sales

SALES STRATEGY: 5 Ways to Build a Referral Machine


Topics: Sales