Have you ever felt that the universe was talking to you? Maybe you know what I mean; it’s that message that keeps recurring in your mind and you have no idea of its origin but its incessant message remains constant. At first we might dismiss the possible meanings and then out of nowhere, it hits you—the meaning, the message and the lesson. (more…)
Archives
Archive for February, 2010
Selling is a Two Way Process
Monday, February 22nd, 2010
I once asked a group of sales training participants to define “Selling.” BEventually, a few answers emerged: “Convincing someone to buy what you have”; “Exchanging money for goods and services”; and “Getting someone to say ‘yes’.” No one could provide a more detailed definition of “selling.” (more…)
The Heart Speaks First and the Head Speaks Second
Tuesday, February 16th, 2010
Have you ever been caught up in the guilt-purpose trap? It is the trap where your guilt becomes so loud within your being that it eclipses your purpose that you feel deep within you. We all are pre-wired to have a God-given purpose in life. Our primarily purpose involves each one of us to experience joy. Our heart, when we listen to it tells us without question what authentically causes joy; but soon thereafter we begin to hear what our head says. (more…)
A "Think it Over" is A No
Tuesday, February 16th, 2010
Even though salespeople often believe that prospects will need time to think a decision over, the reality is that (most of the time) they don’t. A “think it over” is nine out of ten times just a polite way of saying no. Unfortunately, the salesperson believes that the prospect needs time to decide, accepts the “think it over”, and leaves thinking, “I got one!” (more…)
Why Salespeople Fail on July 21st
Monday, February 15th, 2010
Lushin & Associates invites you to our free 2hr Executive Workshop (more…)
Wear Your Sales Experiences as Badges Of Honor
Monday, February 8th, 2010
Last summer I learned a variable lesson from my son Bennett. Bennett is my 8 year old who races quarter midgets. A quarter midget is an open wheel race car that races on oval tracks by kids ages 5 to 16. It is a highly competitive sport and has the traditional inherent dangers associates with racing.
During a race, Bennett was in a heated battle for first place when coming out of the first turn and into second, he locked wheels with his rival. Before I could realize what was happening, I was bearing witness to my son flipping end-over-end and being struck by multiple cars that were being collected into the accident. (more…)
Selling Disappointment
Monday, February 8th, 2010
Suppose, for a moment, that you are a salesperson or business owner. You’ve been working on an excellent new prospect for several months. If your sales manager or business partner were to ask you how the deal was progressing, you might say, “Pretty well. I’m very hopeful.” (more…)
Going Against Conventional Sales Wisdom
Monday, February 1st, 2010
Is there any advantage to following conventional wisdom? Or, by doing so, will you only be following rules made by other people? Rules that may no longer be appropriate…and may actually work against you.
Let’s examine some conventional sales “wisdom.” (more…)
Team Building in the Workplace
Monday, February 1st, 2010
I have to admit that my singing has much to be desired. Some might say that I sound worse than whales during mating season, therefore I refrain from singing. There is one exception to my singing and that is church. I have always believed that church is a time for celebration and worship so I sing! It is interesting when my singing voice is blended with other equally offensive cantors –you barely notice my out-of-tune voice. (more…)
The Tipping Point in the Sandler Selling System
In traditional selling, the close is the tipping point. In the Sandler System it occurs at the very beginning of the selling process.
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