Understanding what you need to do as a new salesperson can be difficult to navigate. Luckily, there is a wealth of resources out there from sales professionals who have all been very successful. There are some best practices, and there are some personal things that work for the individual. Like everything else, you can learn the fundamentals and then begin to develop your own personal style. I’m a very good salesperson in my own right, but there are things that I see other talented salespeople do that I will never be able to do. It’s part of their style and it might not work the sameRead More →

I recently ran across a rant from a local small business owner regarding their frustration that the people in Port Orchard are not supporting small business. This person seemed afraid at some level that their business may not survive another year, and this fear caused this person to scold the community. I’ve never met this business owner, and I am going to assume they are typically an amazing person. Fear causes us to do things or say things that we may not otherwise do, so I have tremendous empathy for this person. However, scolding the people you want to be your future customers will neverRead More →

Small Business

From December 10, 2016 Everyone is in sales. This is a well known truth. We all trade with each other to get our needs met. It’s how it works. Customers lead to sales, but how do you find customers? How do you get customers to find you? And what makes them want to do business with you? Finding answers to these questions when I was new to sales was what I thought about most of the time. I’d wait for them to hopefully show up. I’d talk to my coworkers. I’d bug my manager. I’d complain about how slow things were. I’d start blaming theRead More →

From November 21, 2016 I’ve been told that I am a great communicator. I’ve also been told that I’m an awful communicator. How is it that both of these opposing statements could be true? The problem with those statements is that they imply that I’m always one way or always the other. The truth is that I’m sometimes great at communicating and there are times I am not. I face this feedback with written communication as well. Sometimes I write just the right thing at just the right time and it seems to help people. Conversely, I admit that I’m embarrassed of some of theRead More →

From October 4, 2016 Don’t take it for granted that your customers are thinking about you. They’re probably not, but don’t take it personally. They have a lot on their minds. When I was a rookie salesman, the one thing I was always trying to figure out was where I was going to find my next sale. After all, that’s what I was at work for. I waited out front sometimes for hours hoping someone would show up and buy something. Some days were busier than others. Some days were painfully slow. There’s nothing quite like a slow day of business to make you wonderRead More →

From September 22, 2015 Fire up Your Sales! Before I decided to go into business for myself I spent several years in sales and retail leadership. I’ve read over one hundred good books on business, and I’ve learned quite a bit from trial and error. Every salesperson always wants to know one thing – how can I make more sales and more money? I still have a lot to learn, but here are some of the things that I think everyone needs to understand about growing your business. Sales Philosophy – Hunting or Fishing I listened to an audiobook where the author used the analogyRead More →

From September 19, 2015 As I was scrolling through my Facebook feed I ran across a question about pricing from a fellow artist. They were asking for opinions regarding pricing their artwork. It made me think about the issue of price and reflect on the things I’ve learned in business and college over the years on this topic. At the end of the day price is still dependent upon two things; supply and demand. We may have forgotten this if it isn’t something we regularly deal with. Digital downloads are an example of something everyone realizes there are an infinite supply of. When determining priceRead More →

Car Sales

From July 27,2015 I graduated from high school in 1997, and I started selling cars at a Toyota dealership in November of 2000. I was 21 years old, and I never imagined I would have become a car salesman. I was shy early on in school and only became comfortable speaking in front of others my senior year after taking some drama classes. Also, I knew next to nothing about cars. What was I doing in car sales? Growing up I loved to draw. I often drew my favorite monsters, video game characters, cartoon characters, and comics. I loved movies and video games, and IRead More →