#17 - You Can't Sell Anybody Anything

Day #17 - You Can't Sell Anybody Anything

by Bob Oros

It's true! You can't sell anybody anything, you can't change people's minds, you can't persuade them to do something against their will and you can't get people to buy based on price alone.

We have to be crystal clear about what our job really is. We think that we have to apply pressure, use special psychological techniques and force people to buy from us.

Regardless of whether you are a supervisor, a sales person, a waitress, a service provider or a marketing manager your job is the same: Your job is to help people make good decisions - and the more informed you are about your products and services, the more valuable you are to your customer.

You can make your life a whole lot easier starting right now by stop thinking that you have to be clever and use some secret selling technique to get people to buy from you. All you have to do is answer this question; Why should someone buy from me? When someone asks that question of you what they are really asking is "I need help making a good decision!"

#15 - How to Approach a New Customer

Day #15 - How To Approach a New Customer
By Bob Oros


"I forgot they were coming!"

"I wonder how long this is going to take."

"My production supervisor is on vacation."

"My office manager called in sick this morning!"

"YIKES! Look at all the stuff they have with them!"

"There are two of them - they will probably never stop talking."

"This is going to take forever - I've got to do something - fast."

"I see they have a price book - good - I know how to get rid of them."

"I'll get a price quote on something and tell them they are way too high."

If you are having the door slammed in your face before you even have a chance to say hello - you may be doing it wrong.

Let me explain.

#12 - Why You Lose Business

Day #12 - Why You Lose Business
By Bob Oros

What is the easiest way for a competitor to take a customer away from you? Why do you lose accounts to your competitors?

Here are some reasons that sound good: Our service isn't up to par. Our prices are too high. We have too many out-of-stocks. My competitor is better known in my market.

I have a surprise for you. When you lose an account it is mostly due to one reason. I would say that 95% of all the accounts you lose to a competitor are for this single reason! This single reason will enable you to take away more business from your competitor than you can handle.

It's easier than you think. Here's why.

#11 - Building Customer Relationships

Sorry it's been a while since I posted the last Bob Oros entry from his book "Dominate your Market".  It's been really a busy time for me.  So here we go . . . Day #11 . . .


Day #11 - Building Customer Relationships
By Bob Oros

What has caused you, in the past, to think about the possibility of doing something besides selling? Here is the answer. The indifferent, reluctant, defensive attitude that greets you every time you make a sales call is what defeats nearly everyone who fails in a selling career.

Wouldn't it be nice if you were welcomed everywhere you went? If potential customers said "yes, come in, tell me more?"

Dress for Success . . .

Dress for Success

Whether you are a CEO of a large company or you are a janitor in the local elementary school, you are expected to wear a "uniform".  That "uniform" could be a suit and tie or it could be jeans and a shirt with your name embroidered on it.  No matter what your "uniform" is, you will make an impression on anyone that you meet while wearing it.  In business, it is all about "first impressions" and the way you dress is how you will be perceived by others at first glance before you even open your mouth.