Hal Becker writes about sales leadership for the Cleveland Jewish News. He is a nationally known speaker on sales and customer service. He is the author of numerous business books including two national best sellers “Can I Have 5 Minutes Of Your Time?” and “Lip Service.” Hal’s newest book on sales is titled “Ultimate Sales Book” He can be reached at Halbecker.com.
Most sales people think that they are great. I have never met one that said, “Hey, I am not really that good.” Most sales people think their natural ability is what it takes to sell. They forget this is a profession and any profession has rules and a little science to it.
I believe that selling is 95% asking questions, listening and finding out the customer’s needs and wants – not what you think they are – or by just talking product knowledge and dumping information.
If I could ask you whether you are in sales, the chances are only 50-50 that you would say yes. You might say no, that you’re in accounting or something technical, or maybe you are the owner. Regardless of your answer, this column can help you.
I once had a reporter from CBS call me who wanted some background stories or ideas of companies that went beyond the normal customer service experience that we are used to. She then said, “Hal, don’t give me the usual examples, I would like something that is newer or fresher.”
I don’t think I have ever read an article about someone’s idea for a book. You read articles or reviews about the book after it is published, but I have never seen the concept unveiled before the book came out.
Remember when we used to use maps on a driving trip? OK, for anyone under 25, yes we did this, and we did not have to go in a covered wagon! To get to your desired destination, you either went to AAA and got a map, bought one at a gas station or, in the modern times, you went to Mapquest to …
The year was 1993 and I decided to attend my first National Speakers Association conference since I was already being paid as a professional speaker for seven years or so. At this point in my life, I wanted to take my skills to a higher level and really start to challenge myself. I never kne…
I don’t ever recall going to a sales training seminar or a class that teaches you how to write a proposal with true common sense. I am sure there are courses out there somewhere that cover this subject matter. And I am not just speaking about the grammar or punctuation, or even sentence stru…
At first glance, the words ‘drums’ and ‘selling’ don’t have a logical connection. I didn’t see it either until I thought about what was behind them. Now, please understand that this is my personal story, but it will apply to most of you.