The Axioms of Selling Blog

27 Sep by Ed McAdoo

In order to stay competitive, we have to keep learning. And it seems that most Americans know that. 

In a recent study by the Pew Research Center, most Americans (73%) identified as lifelong learners, and seek out learning activities in both their personal (74%) and professional (63%) lives.

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22 Sep by Bob Nicols

Several years ago, when I was a regional manager for a communications company, I was COMMANDED to attend sales training. Did I want to go? Absolutely not. But it was mandatory and I wanted to keep my job and set the right example for my team.

The program will remain nameless to protect me from a libel suit, but I will say it was a well known, internationally delivered product, the standard for its time. And, yes, that same program is still being delivered today. Anyway, I attended with the intention of being a model student, getting what pearls of wisdom I could from the class.

I freed my mind of any preconceived notions that might have turned me against the material in advance. I even overlooked the fact that the person delivering the workshop was from human resources and had never sold a thing in her life.

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20 Sep by Ed McAdoo

Suppose you're in the market to make a major purchase, let's say a car. You go through the entire process and in the end two dealerships show you the exact same car, from color down to the floor mats.

The car comes from the same automaker, has the same warranty and the dealerships offer service and support that is identical. In fact, they are even the same distance from your home. However, one vehicle costs $1000 more than the other.

Unless you have a relationship with someone at one of these dealerships that would cause you to spend more, are you going to pay a $1,000 premium for what appears to you to be the exact same alternative? Absolutely not.

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15 Sep by Ed McAdoo

One of my favorite character movies is Glengarry Glen Ross. There is a memorable scene in the movie where Alec Baldwin plays the part of a bullying Sales Leader attempting to motivate a team of underperforming real estate sales people.

Baldwin uses a line in the scene that I hear repeated often: "Always Be Closing."

While the dramatic scene earned Baldwin an Academy Award nomination, the expression is about as applicable to today's professional selling environment as the speeding stunts of "The Fast and the Furious" are to driving through city traffic. It might be entertaining to watch, but it's going to create one heck of a mess.

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13 Sep by Mike Bybee

I once conducted a sales effectiveness workshop for an AXIOM client that included an unusual participant.

Our clients often want people other than their direct sellers to attend our programs. It is not unusual for attendees to come from marketing, customer service, overlay groups, and even human resources.

That's because sales transformation is a company-wide undertaking and for positive change to occur, any organization that touches the sales effort should be included in the process. It is unusual, though, to have a Director of Procurement in a sales effectiveness workshop.

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