The Axioms of Selling Blog

Ray Bonis

Ray Bonis
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27 Jun by Ray Bonis

I'm a bit hesitant to admit it, but I was always rooting for Wile E. Coyote. You remember him right, the poor beast who spent years trying to catch the Roadrunner, generally failing in dramatic fashion.

Then, in the final episode of the cartoon, after two decades of trying, he finally did catch the crafty bird and his last action was to hold up a sign saying:

"Okay wise guys, you always wanted me to catch him. Now what do I do?"

 

 

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21 Feb by Ray Bonis

I have a very common request from sales leaders.

Recently I was speaking with a client in Beijing. This manager said they really needed our help in the area of time management.

This got me thinking about other areas sales professionals need to focus on, and how they relate to time management.

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16 Feb by Ray Bonis

"Show me the money!"

Unlike Jerry Maguire, as sellers, this should be a well-placed, tactical question, not a desperate statement being screamed into a phone to save our last client.

Now granted, in the movie Tom Cruise wasn't really asking a question at all but trying to appease his quirky client. For sales professionals in the qualifying phase of the sales cycle, however, "Show me the money" is a critical question and translates into "Do you have the budget for this solution?"

Unfortunately, questions about budget seem to be among the most difficult to ask, but they are essential selling skills if we're going to work efficiently, bring value to our prospects, and qualify opportunities faster.

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07 Feb by Ray Bonis

Recently I put my instructor hat back on and did a six-week international tour spanning four continents.

I was expecting there would be some completely different selling environments than I'm used to in the USA, and while that did happen to a degree, I was far more shocked by how similar they are.

One of the things I have heard at least 2,549 times (yes, I do keep count) is, "This is all great Ray, but our buyers lie to us. It's different here."

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20 Dec by Ray Bonis

I travel a lot.

Many of you reading this do. It’s the nature of the beast in sales. As I type this I’m on a flight to Melbourne Australia, on the first leg of seven countries on three continents this month alone.

Two weeks ago I was in Hong Kong and a month before that I was in Bali. Bottom line…I spend a great deal of time in airports. As such, I spend much of that time in airport bookshops. What I see in every single airport, in dozens of countries, is very similar.

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