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sales &seminar Martin Lee on 02 May 2008

Lessons From the Greatest Salesman in the World

The greatest salesman in the world, Joe Girard, was in Singapore a couple of days ago to share some of his experiences with us.

Joe Girard is recognized by the Guinness Book of World Records as the most successful salesman, selling 13,001 cars at a Chevrolet dealership in Detroit between 1963 & 1978. All the sales were retail and non-wholesale sales of first hand vehicles.

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sales Martin Lee on 26 Oct 2007

Selling is About Relationships

The reason why many salespeople struggle is that the needs of the buyer and seller are misaligned. No matter which part of the world you are in, people buy when they are ready to buy. When they convince themselves they have a need. When they have a need that needs to be met.

And not when you need to sell and come calling.

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sales &seminar Martin Lee on 02 Sep 2007

More Effective Use of Brochures

One strategy that I picked up on the second day of the Billion Dollar Marketing Weekend conducted by Jay Abraham was on the optimal use of brochures. In the past, you might have received requests for brochures of the product or service you were offering.

If you are like most other business owners, you would probably have mailed out your brochure with either a name card or a simple letter of “Enclosed is the brochure you requested.”

The bad news is that you are leaving plenty of money on the table. The good news, however, is that with a simple tweak, you can drastically improve your sales conversion from such brochure requests.

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sales &seminar Martin Lee on 01 Sep 2007

Spike Humer on Consultative Selling

Here I am in China writing at the end of the first day of Jay Abraham’s Billion Dollar Marketing Weekend. It’s a huge event with more than 500 participants. Managing such a huge scale event can be a nightmare. Nevertheless, the people from China were certainly hungry for knowledge.

One point that Jay spoke about was on the use of consultative selling. If you are not using consultative selling but other forms of selling, you could easily increase your closing rate by 10% to more than 200% if you started adopting consultative selling. He recommended having your entire sales force trained in this area.

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books &sales Martin Lee on 28 Jun 2007

The Ultimate Sales Machine by Chet Holmes

I just received an email from Jay Abraham recommending Chet Holmes’s new book, The Ultimate Sales Machine: Turbocharge Your Business with Relentless Focus on 12 Key Strategies. I am sure many of you who are also on Jay’s list would have gotten the email and might possibly be buying the book as well.

What you probably didn’t know is that if you get the book from Amazon, there is a link you can go to that will allow you to get $3000 worth of bonuses given by Chet, some of which includes:

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