Category Archives: Sales

Are You Too Cheap?

Posted by on May 31, 2011 Comments Off
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Don Cooperby Don Cooper, The Sales Heretic™

Not long ago I received a menu in the mail from a local Chinese restaurant. On the front of the tri-fold mailer is a proud proclamation in large type: “$1.38 Chinese Food.”

Sure enough, all of the appetizers and most of the entrees listed inside are indeed only $1.38.

My first thought?

This stuff must really suck.

Seriously, if they’re charging less than a buck-and-a-half per item, they must be using the cheapest, lowest-quality ingredients possible. And that’s not what I want to eat. Read more »

Zoe Presenter Spotlight: Mike Faber

Posted by on March 14, 2011 Comments Off
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Mike Faberby Zoe Training staff

Perhaps Mike Faber’s face is familiar to you. Maybe it’s because Mike has been a regular pledge drive host for PBS television stations across the country since the mid ’90s and has been in television broadcasting since the late ’70s.

In this interview, Mike opens up about his personal philosophies and what motivates him to positively impact others.

What’s your favorite topic(s) to present on? Why?

My focus is on leadership, and how we “show up” as leaders in our business, community and personal lives. It’s my favorite topic because we can all remember a leader who made a life-time impact for us in our growth – what better legacy to leave than helping others make the same impact? Read more »

Eight Ways to Improve Your Presentation Skills

Posted by on August 13, 2010 Comments Off
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Don Cooperby Don Cooper, The Sales Heretic™

Great presentation skills are a powerful asset for a salesperson. Lousy presentation skills are a serious liability. Even if you have the best product, service, delivery, warranty and price, a poor sales presentation can shatter your prospect’s confidence in your company, causing them to run in the other direction.

If your presentation skills suck—or aren’t as stellar as you’d like them to be—use some of these strategies to get them up to snuff.

1. Study others
Watch and listen carefully to people who are great presenters. Pay close attention to what they do and how they do it. Notice also what they don’t do. Take detailed notes whenever possible. And if appropriate, ask them for advice. Read more »

Seven Ways to Increase Your Visibility and Credibility

Posted by on March 15, 2010 Comments Off
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Don Cooperby Don Cooper, The Sales Heretic™

With all the attention on social media over the past couple of years, it’s easy to forget that face-to-face networking is still extremely valuable. However, it isn’t enough just to meet people at networking mixers once in a while. People need to really get to know you. And they need to remember you, like you and trust you before they’ll want to do business with you. So try one or more of these tactics to speed that process along.

1. Volunteer
Every organization needs volunteers, and savvy networkers jump at the chance. People will see you in a position of responsibility and service. You also get a chance to showcase your talents and learn new skills.

2. Work the Registration Table
You’ll meet virtually everyone who attends the event. More importantly, they’ll meet you. Read more »

Lend an Ear to Get Great Returns

Posted by on October 11, 2009 Comments Off
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Don Cooperby Don Cooper, The Sales Heretic™

Most of us believe we’re good listeners, when in fact, most of us are lousy. (If you don’t believe me, ask your spouse.) Yet listening is a critical skill that we all need to be better at. Listening allows you to relax, compose your thoughts and gather valuable information. And truly effective listening builds rapport, respect and trust.

Whether you’re networking, selling, negotiating or simply having a casual conversation, keep these principles in mind:

See Eye to Eye

When someone is speaking to you it is imperative that you maintain good eye contact with them. Looking at something else sends the non-verbal message that whatever you are looking at is more important than the speaker is. An additional benefit for you is that by looking at the speaker, you can pick up on their non-verbal signals, which will help you better understand what they really are (and are not) saying.
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