Other stories by Phil Rea

  • Sell Like a Pro

    Having a genuine love for people and being a good talker are excellent attributes to have when it comes to entering the sales profession. But that's just the start. Many folks share those attributes but fail miserably at selling.

  • Close 'Em: Often the Difference Between Getting a Job and Losing One is Closing Well

    Often the difference between getting a job and losing one to a competitor who offers an inferior service is simply a matter of closing well.

  • Having effective sales meetings

    The purpose of your sales meeting should be to help salespeople sell more products. I like to hold sales meetings at 9 a.m. on Mondays. Attendance is mandatory for all sales-people and anyone else involved in sales management — and the meetings should last no longer than one hour.

  • Halfhearted

    Sometimes, in the middle of a presentation, with both homeowners present, one suddenly gets up and leaves. This can happen for any number of reasons. For instance, one spouse has to take a child to sports practice or start dinner.

  • Profitable As Sold

    Sometimes reps promise more than they should; more than the company can profitably deliver. Sometimes they give work away, just to get a contract signed.

  • Tactics for closing the sale

    Everything your prospects read advises them they need three bids from three contractors.

  • Preparing to deliver the pitch

    Salespeople, you have a decision to make. Should you just show up, or should you slow down and prepare? And how should you prepare?

  • The myth of three bids

    Why do people feel they have to get three bids, and should I attempt to talk the customer out of that?

  • Dealing with a sales slump

    What should I do if I'm in a sales slump?

  • Let others do your hiring

    I recently hired someone for an important position. I'm pleased with her potential. The odd thing is she had a good job and was happy there. I found her through an agency.