Berman Sales Institute Blog

George Washington’s LinkedIn Profile

George Washington’s LinkedIn profile If George Washington were on LinkedIn… The Father of Personal Branding–that’s definitely George Washington, who even wore his full military dress uniform every day of the 1787 Constitutional Convention. (Talk about a power presentation!) So let’s imagine George on LinkedIn for a moment. Is there some takeaway that might help your own personal brand? Let us know what you think… GEORGE WASHINGTON Military Commander, Constitutional Advocate, Nation Builder Mount Vernon, Virginia Current: President, United States of America   Past: Chair of Constitutional Convention ……….Commander in Chief, Colonial Armies ……….Member, Continental Congress ……….Major, Virginia Militia ……….Virginia House […]

My First Sale

MY FIRST SALE! The biggest sale of my life took years of probing, research, needs diagnosis, benefit analysis, and above all, countering objection after objection. But in the end, I closed the deal. I was 10 years old, and I got my first dog. And I learned to master the art of the sale. The wisdom I gained in winning over my parents, instead of wearing them down, is something I share with my sales trainees to this day. Here’s what I learned:            Clarify your goal.                 Instead of […]

Your Sales Leadership IQ

Do you know your sales leadership IQ? Spend a minute and find out 1.  Which one of the following do you perform a. Keynote speaking and/or column writing b. Conference participation c. Occasional meet-ups with other industry leaders d. None of the above—I’m too busy 2.  How often do you commit to professional sales training? a. Every year b. Every other year c. Once in a while d. Never 3.  My salespeople receive extra compensation when… a. They meet individual, specific and frequent sales goals b. The sales department meets its goals c. The company has a good year d. […]

Success Sales Management, Vegas Style

SUCCESS SALES MANAGEMENT, VEGAS STYLE Next time your sales team needs a motivational boost, try this: Sit them down to a poker game. Well, metaphorically, at least. The fact is, there are a whole lot of sales strategies on display at your average game. I know because that’s how I grew up: My father–one of the best salespeople I know–hosted a game practically every week. Below are his expert strategies that worked beautifully both at the table and on the sales call. Keep your poker face. Of course, inscrutability is a great asset in poker–but it works in sales, too. […]

10 Sales Leadership Tips

 10 TIPS TO BUILD YOUR UNBEATABLE SALES TEAM 1)Lead as a Winner As a sales director, all eyes are on you.  Building an unbeatable sales team takes more than analyzing revenue numbers, territory planning or sales skills assessment—it takes leadership.  Talented salespeople have an innate and trained eye to distinguish between what people say and how they act.  As they say, “walk your talk.” When you treat a client with respect and patience, your sales team notices. When you step up to negotiate a better price, or praise a new hire for a well-executed closing, your sales team notices… The […]

STRATEGIES FOR SUCCESSFUL SALES NEGOTIATIONS

The most successful negotiators I know are made of steel, control their emotions and calculate their moves. They determine their sales negotiation goals, prepare carefully, look for false assumptions, rely on their intellect and stay focused.  They also balance short and long-term sales goals to preserve and deepen the buyer-seller relationship. Remember, your opponent has their own negotiation agenda and wants to walk away knowing they made the best deal.  They want to win! Before negotiating, take a deep breath and review your negotiation goals. Personally, I find it helpful to close my eyes and replay a victorious negotiation.  Then […]