Category: SALES TIPS

PRACTICE EXCEPTIONALISM »

by John Ingrisano The Freestyle Entrepreneur We remember exceptionalism … and the people who do the exceptional. We remember the bad stuff:  Recently, while talking to a cell phone company representative, I was told I needed a ton and a half of special add-ons that would more than double the cost I was told I would […]

ASK FOR WHAT YOU WANT »

by John Ingrisano “Will somebody please do something?”  I’ve heard that phrase now and then over the years from frustrated parents, unhappy customers, even business managers. There’s only one problem with this complaint/demand:  It has no clarity, purpose or direction.  Do something?  Do what?  Please be a little more specific.  Seriously, I use the example […]

MOTIVATING LOOKERS TO BECOME BUYERS »

by John Ingrisano The Freestyle Entrepreneur A few years ago, having decided to run away from the States for a while, I started a store on St. Thomas in the Caribbean that sold Jimmy Buffet shirts and other island-dream paraphernalia.  I studied when to help customers and when to stand back and let the sales cycle […]

DEFINITION OF A SALES PROFESSIONAL »

Biz Humor … DEFINITION OF A SALES PROFESSIONAL by John Ingrisano The Freestyle Entrepreneur The sales professional makes the difference when it comes to both making the sale and maximizing the sale. This is perhaps best illustrated in an anecdote told by an associate years ago.  When asked, “What’s a salesperson?” he replied:  “Let me tell […]

PAIN OR GAIN: WHAT MOTIVATES BUYERS »

by John Ingrisano The Freestyle Entrepreneur Pain or gain?  That is why people buy – always!  As Entrepreneur Dan Paulson points out in his book, Apples to Apples: How to Stand out From Your Competition, “every purchase is an emotional purchase.” Your product or service either takes away the pain (I need a car or else […]

SELLING BY INTIMIDATION — OH, THAT’LL WORK JUST FINE »

by John Ingrisano The Freestyle Entrepreneur I was in a serious buying situation at a used car dealership several months ago.  One thing above all else killed the deal:  The salesman kept telling me I was wrong.  He may have read, Winning by Intimidation.  However, to the best of my knowledge, there is no book titled, […]

“I CAN’T AFFORD IT!” BALONEY! »

By John R. Ingrisano The Freestyle Entrepreneur Here’s a hot-flash business rule:  People find a way to afford what they want.  Don’t think so?  Well, think again.  That’s why you can walk into young couple’s flea-bag apartment and see  second-hand furniture, empty frig, no frills; they’re barely getting by, making minimum credit card payments.  BUT, […]

THE PROFESSION OF SELLING »

[The following is an excerpt from John Ingrisano’s The Back to Basics Book of Selling: A Guide to a Successful Sales Career.]  Some folks actually believe that selling is rather like the old misconception about teaching: people go into it because they are not capable of doing anything else. Wrong on both counts. Still, some […]

Ad Libbing is for Amateurs »

by John Ingrisano The Freestyle Entrepreneur Whether you’re just chatting about your business to a stranger in an elevator or summarizing your company’s key features and benefits to a make-your-day prospect, do not just wing it!  Ad libbing is for amateurs.  Instead, actually write down and learn these following sales tools: 1.  Your company’s elevator […]

DON’T CLENCH AT THE CLOSE »

 I had the opportunity to observe a sales presentation last week.  She was good: knowledgeable, enthusiastic, relaxed and persuasive.  However, when she got to the close, her entire tone changed.  I could hear it and I could feel it.  It was an awkward and obvious transition that screamed:  “Okay, I’m done with my talk.  Now, […]

THE 10,000 HOUR RULE »

Some people ask, “Why do sales people fail?”  With 35 years in this field as a sales professional and trainer of sales representatives, I recognize that sales people do NOT fail:  They simply quit before they become successful.  That’s why I encourage sales newbies to commit to the “10,000 Hour Rule.”  Research has shown that […]

FOUR INGREDIENTS OF SALES SUCCESS »

By John Ingrisano The Freestyle Entrepreneur  [The following is an excerpt from John Ingrisano’s  The Back to Basics Book of Selling: A Guide to a Successful Sales Career.]    You don’t need to be a genius or have a Ph.D. in market­ing to be a successful sales professional. All you need are four things: A […]

ON THE ART OF SELLING »

by John Ingrisano The Freestyle Entrepreneur  [The following is an excerpt from John Ingrisano’s The Back to Basics Book of Selling: A Guide to a Successful Sales Career.]  The sales process is really fairly simple. It’s a lot like riding a bicycle — once you have it mastered, it becomes second nature. But for the person […]

WHAT IS SELLING? »

  by John Ingrisano The Freestyle Entrepreneur  [The following is an excerpt from John Ingrisano’s The Back to Basics Book of Selling: A Guide to a Successful Sales Career.]  Does selling make a difference? Without a doubt. But what is selling? If you asked 100 sales professionals to write down their definitions of selling, you would […]

THE ROLE OF THE SALES PROFESSIONAL »

by John Ingrisano The Freestyle Entrepreneur    [The following is an excerpt from John Ingrisano’s The Back to Basics Book of Selling: A Guide to a Successful Sales Career.]  The sales professional plays a unique role in society and in our economy. He or she is a facilitator, a catalyst —- someone who makes things happen. […]

IT TAKES A SALES PROFESSIONAL TO TURN THE CURIOUS INTO CUSTOMERS »

  By John Ingrisano The Freestyle Entrepreneur   [The following is an excerpt from John Ingrisano’s The Back to Basics Book of Selling: A Guide to a Successful Sales Career.]  It was once widely believed that, “If a man can … make a bet­ter mousetrap than his neighbor, though he builds his house in the […]