John Bradley Jackson
John Bradley Jackson
Entrepreneur, Author, Professor
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Objections: An Enabling Sales Technology

Objections. You have heard them all before: “I have no budget”, “I have no need”, “I am not interested” or “We are happy with our existing supplier”. My favorite objection is “Maybe later”. All are the customer’s way of saying “no”. Classical sales training tells us that you have to hear “no” before you can…

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July 26, 20072 CommentsSales Management, SellingBy John Bradley Jackson

Jumbo Squid Invade California

Run for the hills! We are being invaded by monstrous sea creatures! All is lost! This is an actual headline from the Associated Press on 7/25/2007, which describes the increased sightings of seven foot squid off the coast of California. Yet, if you take the headline literally, Armageddon has come. This is the power of…

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July 25, 2007Leave a commentMarketing Communications, Public RelationsBy John Bradley Jackson

Selling to Difficult Customers

“He would make a lovely corpse.” – Charles Dickens Eventually, we all have to call on difficult customers. You know who they are. They are grumpy, angry, confrontational, cheap, lazy, critical, and picky. No matter how hard you try, it is hard to meet their expectations. Just picking up the phone to talk with them…

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July 23, 20072 CommentsSales Management, SellingBy John Bradley Jackson

Why Customers Buy

“Different isn’t always better, but better is always different.” – Marshall Thurber, entrepreneur I like this quote because it sums up my thinking about how customers will buy an offering because of its differences and not because it is similar to another offering. This is true even if the offering is a commodity or is…

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July 19, 2007Leave a commentSales Management, SellingBy John Bradley Jackson

Don’t Look a Gift Horse in the Mouth

Ever wonder what that expression really means? A current interpretation might be that it is impolite to receive a gift and then question the value of that gift. Long ago when we all rode horses it had something to do with a horse’s age and its teeth, or “So a wise man told me”. The…

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July 18, 20073 CommentsMarketing Communications, SellingBy John Bradley Jackson

Legal Issues and Selling

Sales people talk or send e-mails to customers and prospects all day long. They make sales presentations, handle objections, quote price and delivery, write proposals, and close orders. After a while it almost becomes automatic or second nature since this is what sales people do. Yet, sales people probably don’t think of themselves as acting…

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July 17, 20072 CommentsEthics, Sales Management, SellingBy John Bradley Jackson

How Customers View Ethical Selling

Let’s turn the table and look at selling and ethics from the customers’ perspective. Trust me, buyers know unethical behavior when they see it and they keep score. What does unethical selling look like if you are the buyer? • Misrepresenting the product’s specifications, warranty, or capabilities. • Bashing the competition (warranted or not). •…

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July 16, 2007Leave a commentEthics, Sales Management, SellingBy John Bradley Jackson

More on Ethical Selling

I received a flood of responses about my recent blog on “Ethical Selling”. Most were private e-mails from sales people who have had to defend their ethics. For many, the most frequently confronted issue was the company’s need for more sales versus the code of ethics of the individual sales person. Others wrote about the…

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July 10, 2007Leave a commentEthics, Sales Management, SellingBy John Bradley Jackson

Does Your Customer Trust You?

Long term customer relationships are built on trust. Trust is the single most important ingredient in a successful long-term selling relationship. Trust is the belief that you will do your part, that you will deliver what you promise and that you will fulfill your obligations in the relationship. These commitments can be in writing, verbal,…

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July 9, 20072 CommentsEthics, SellingBy John Bradley Jackson

Ethical Selling

For most of us, knowing the difference between right and wrong is pretty clear, but sometimes doing the right thing is hard to do. Or, let’s say we are challenged to make the right choices. Our government helps us out with our decision making process about right and wrong by making laws that specifically tell…

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July 6, 2007Leave a commentEthics, Sales Management, SellingBy John Bradley Jackson
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John Bradley Jackson
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