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  • +3

    Don't Make Blind Assumptions

    Don't Make Blind Assumptions
    In this tale, an experienced sales pro, Tim, learns a lesson about the value of asking questions before blindly making assumptions. He pays a steep price for the lesson, since it costs him 85 customers. Here's Tim's story: Cecil was an older man about to retire. As president of his company, he was determined to see that his insurance needs, as ...
    Rated: +3
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    When the Going Gets Tough, Go Back to Basics

    Two things are on my mind this month. The first is surviving in a tough market. The second is an unexpected sales reminder that I experienced on my recent trip to South Africa. Surviving in a Tough Market What goes up must inevitably come down, although none of us likes to believe that truism when we're up in the clouds. But ...
  • +3

    Qualify Your Client First

    Qualify Your Client First
    When Tom got a call from a woman working at the one of the largest advertisement agencies in the world, he thought his low-income days of selling party-planning services were over. A big client like that could keep him fed for years. Here's Tom's story: The woman calling wanted to hear about our offerings on the phone, but I insisted that ...
    Rated: +3
  • +2

    Respect the Prospect's Property

    Respect the Prospect's Property
    Jack was a true sales pro, pushing software worth hundreds of thousands of dollars. But his lack of attention to a seemingly minor detail ruined his shot at a big sale with a big company. Here's Jack's story: While selling specialty software, I had arranged a presentation in front of a group of facilities managers for a former computer giant. The ...
    Rated: +2
  • +1

    Your Sales Technique

    How savvy are you as a salesperson? Do you act and talk like every other rep out there, or have you found ways to distinguish yourself? Insurance salesperson Carol recalls blindly using an old technique that resulted in her failure. Here's her story: The sales call started out smoothly. I had generated a good lead and called on the company to ...
    Rated: +1
  • +15

    Wrong Clothes? No Close

    Wrong Clothes? No Close
    You're taught to plan for success, but how well do you plan for failure? Bill is now a highly successful sales trainer whose clients fly him around the US to coach their reps. But he wasn't always so competent. Here's his story about dressing for an interview: As a rookie rep, I was extremely proud to land an appointment with an ...
    Rated: +15
  • +9

    Something Strange Happening in Sales

    Something Strange Happening in Sales
    That nasty, predictable objection doesn’t have the same old sting it used to have. You know the objection most of us think is a not-so-subtle-brush-off. The one stated by the gatekeepers who cut us off mid-sentence saying, “Could you send him something in writing?” It’s strange how one day a phrase can sound so negative. Then, with one teeny, tiny change ...
    Rated: +9
  • +4

    Too Personal Can Cost a Sale

    Too Personal Can Cost a Sale
    How skilled are you in handling candid conversations with strangers? This is something sales professionals need to master. With a decade's worth of experience in insurance sales, Ken describes himself as witty, engaging and proficient in building relationships with prospects. But there was a time when Ken wasn't as savvy. Here's his story. It was my first sales call without my ...
    Rated: +4
  • +1

    Let's Not Forget About Billy Mays

    Let's Not Forget About Billy Mays
    We lost several notable celebrities in the latter days of June: "Charlie's Angels" star Farrah Fawcett, broadcaster Ed McMahon and, probably most notably, prolific musician Michael Jackson. But I've noticed that within the teen community, the most upsetting news was the death of that brusque, burly, bearded TV pitchman Billy Mays. Mays, 50, was found dead in his Tampa, Fla., home ...
    Rated: +1
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    You Can Still Sell in This Economy

    You Can Still Sell in This Economy
    Dave Lakhani spent 10 years of his life in a cult. That experience ultimately pushed him, of all places, to the local library. At age 16, he ended up at the Carnegie Library in Caldwell to read all he could on the differences between persuasion and manipulation. He wanted to understand how his mother had been pulled into the sphere of ...
  • +4

    Horror Stories: Explosive Sales

    Horror Stories: Explosive Sales
    One complaint buyers have about salespeople is their lack of creativity. The salespeople who contributed these horror stories made astounding - and very creative - recoveries. Many even made the sale. h4. An Explosive Presentation Monster.com member silvija tells how she accidentally incorporated showmanship into her presentation: I was representing a line of patio furniture and lighting, and I finally set ...
    Rated: +4
  • +4

    Horror Stories: Watch Your Mouth

    Horror Stories: Watch Your Mouth
    Because salespeople are people first, they make mistakes. Sometimes the mistakes cost them sales, but on occasions wonderful recoveries are made that save the sale. If you're in sales or thinking about getting into sales, read these true stories submitted by real salespeople who are willing to share their most traumatic moments with you. You get free training on what not ...
    Rated: +4
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    Horror Stories: Don't Look Back

    Horror Stories: Don't Look Back
    Don't look behind you. Your clients' blazers may be covered with pet hair or your skirt may be caught in your panty hose. Real salespeople share these stories and others in this installment of sales horror stories. Read, learn and avoid these mistakes. h4. Dog Days Monster member Mauracous writes: I was taking three clients to lunch. With this in mind, ...
  • +8

    SalesHQ Member Interview: Rich H.

    SalesHQ Member Interview: Rich H.
    At SalesHQ our favorite part of the job is getting to know our users and hear what they're up to. SalesHQ members are some of the toughest, scrappiest, and resourceful individuals you will meet, and at the same time have big hearts for their clients and the people around them. So we want to hear our members stories, and we are ...
    Rated: +8
  • +1

    15 Horror Stories: The Stupidest Sales Mistakes

    15 Horror Stories: The Stupidest Sales Mistakes
    Because salespeople are people first, they make mistakes. Sometimes the mistakes cost them sales, but on occasions wonderful recoveries are made that save the sale. If you’re in sales or thinking about getting into sales, read these true stories submitted by real salespeople who are willing to share their most traumatic moments with you. You get free training on what not ...
    Rated: +1
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    Counterpoint: Proud to Be a Salesman?

    Counterpoint: Proud to Be a Salesman?
    As any journalist who covers the financial services industry will tell you, there is a lot of turgid writing about. By that, I am not, of course, referring to any of my colleagues, whose limpid prose graces the pages of this paper and many other personal finance sections, magazines and websites. No, what I am referring to is the never-ending reports ...
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    Confessions of a Not So Wicked Salesman

    Confessions of a Not So Wicked Salesman
    I hold my hands up, I am a wicked salesman. I confess to selling a pound 181,000 Norwich Union mortgage protection insurance policy and a Holloway income protection insurance plan to a couple in the next village a couple of years ago. The husband has just had a terminal-illness payment for stomach cancer, which has cleared his mortgage and the Holloway ...
    Rated: +1
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    Case Study: Sales Job on Sales Tax

    Case Study: Sales Job on Sales Tax
    The views reflected herein are not necessarily those of SalesHQ. It's ironic that Anchorage's new mayor is determined to pursue a sales tax. Dan Sullivan won election as a tight-fisted conservative who'd rein in what he said were the big-spending ways of his predecessor. Sullivan looks to a sales tax not to grow government, but to offer some degree of property ...
  • +7

    Baaad Luck at the Farm

    Baaad Luck at the Farm
    How good is your product knowledge? Do you come across as a calm, confident expert to your prospects? John has 20 years in insurance sales and recalls a rookie mistake in which his verbal blunder slaughtered his shot at a healthy commission. Here's his story: My partner and I had finished a tough series of sales calls on a large corporate ...
    Rated: +7
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    The Changing Face Of Professional Selling

    The Changing Face Of Professional Selling
    The right to do business has to be earned and never assumed. Rather than doggedly asking for business, the very best salespeople work to keep the relationship moving toward a sale. They realize the need to identify how to turn their company’s products into real solutions, which must meet specific needs. Unfortunately, our surveys confirm that the average salesperson drags the ...