About Author Brett Clay
Posts by Author Brett Clay
Change Leadership Secret – 2 – People Only Buy When Forced
Change Leadership Secret # 2 People Only Buy When Forced A man would rather have a hole in his head than a hole in his pocket and lose a dollar. —Brett Clay What I Need to Know When is the last time you took a hundred dollar bill, put a match to it and said, […]
Change Leadership Secret – 1 – The World is Changing
Change Leadership — Secret # 1 The World Is Changing The world is moving so fast these days that the man who says it can’t be done is generally interrupted by someone doing it. —Elbert Hubbard What I Need to Know Okay, the fact that the world is changing is not much of a secret, […]
Win The Sale Without Compromising on Price
All sales aren’t created equal. In his new book, High-Profit Selling, my friend, Mark Hunter shows you how to close deals that truly make a profit. Mark and I share the same passion–driving profitable sales. In these times of shrinking margins and diminishing returns, maintaining profitable pricing is more important than ever. The insights Mark […]
Selling Change With the Simple Power of “Yes, And!”
by Avish Parashar Can a simple two-word phrase from improv comedy help you to be a better salesperson or leader? “Yes, and” it can do much, much more… The premise of Selling Change is that salespeople must become agents of change and help their customers achieve goals rather than simply solve their problems While there […]
Are You in the Actuation Zone?
I just returned from the National Speakers Association Winter Conference where I gained a lot of new knowledge about modern marketing. The “Monday-morning question” for all the conference attendees is, Will we put the new knowledge into practice? Or, will we return to our laundry list of client issues, problems, overhead, and all the other […]
Are Great Salespeople Born?
I just attended Jeffrey Gitomer’s seminar for sales managers and leaders. Before Jeffrey started his presentation, I was chatting with the gentleman next to me who is a VP of Sales. I asked him what kind of sales training he uses. He said, “Oh, we train our salespeople ourselves. Salespeople are born, anyway. They either […]
How do you know if your sales methodology needs a tune up?
How can you tell if your sales process is in need of improvement, or if stalled growth is simply a result of the challenging economy? The sales function and methodologies tend to be poorly understood across most companies. Therefore, companies often focus on measuring easily understood items such as activity and transactions, rather than measuring strategy and methodology, […]
What is wrong with the way you’ve been taught to sell?
We’ve all taken many sales courses over the years. They all taught us to find the customer’s need, pain or problem and then demonstrate that our product or service is the best solution. They also taught us to find the real decision makers, the people with the power to make the purchase, and essentially make […]
Five Disciplines That Make You Invaluable to Your Customers
Does it seem harder and harder to get customers’ attention these days? Does your product or service always seem to fall short of being a priority for the customer? What if there were a way to have customers begging to be higher on your priority list, instead of you begging to be on theirs? How would it feel to be with a customer closing a sale and be interrupted by another customer calling you pleading to take their order instead? What would that mean for your business? You can become invaluable to customers and dramatically grow your business, if you change your selling paradigm
Social