Charles Kettner Articles

When Is It Okay To Lie To Make A Sale? - Click To Read Article
Unfortunately for the salesperson, most of the sales persons are just as victimized as the consumer. That's the truth whether you like it or not.

Where Does Manhood Fit Into Management? - Click To Read Article
During my forty years in sales/management I have never seen one example of a man being successful in a leadership role that has let his employer know that he has to discuss the position with his significant other.

Tips For New Trainers - Click To Read Article
I think the most important thing is to make the training fun! Have a good time with the trainee. They are not in the Marines. Lighten up and have some fun. You will find that by lacing the training with fun you will actually take the trainees mind off the hard work at hand and they will actually reach the desired results without the stress most companies put on them.

There Comes A Time In Sales And Management - Click To Read Article
It continues to amaze me that, when you finally back the non-productive personnel into the corner, they suddenly start producing.

The Unsolved Mystery In Sales - Click To Read Article
Perplexed, I ask myself if these people are just lazy and took too much time off after their last employment? Were they no good at their last place of employment so they always lived hand to mouth?

The Surprise Close - Click To Read Article
I have never had a problem letting the consumer digest everything and letting them think it over. In fact I have found that it is so unusual to approach the consumer that way that it has the same effect as reverse psychology.

The Ultimate “Closing Technique” - Click To Read Article
I hope we have all come to agree on the fact that a large part of sales is making people like you and making people feel good about themselves. Many times in my career someone I came into contact with during the day whether in a restaurant, gas station, convenient store etc. became my sale later that day, week, or month.

The Three Legged Sale - Click To Read Article
Conventional wisdom tells you that if you can sell the leader you will sell the rest of them. That works sometimes. What do you do if the leader isn’t interested in your product or already has something similar?

The Pluses And Minuses Of Watching One Of The Best - Click To Read Article
My tip for all leaders of sales staffs is to let your people watch someone that is mortal. Someone that is going to miss and stumble a little but most importantly has a lot of fun and a great attitude when approaching their job.

The Picture Show - Click To Read Article
If I am disappointed, my facial expression will show just that. My face and shoulders and posture is an exact replica of what I am saying. In fact, for training purposes I have given complete presentations without speaking and the trainees could clearly see the picture like a silent movie.

The Importance Of Simplicity In Sales and Management - Click To Read Article
You have already done the heavy lifting and the paperwork must become a mere formality. The paperwork cannot be explained to the point that the client wants to pay more attention to the paperwork then he did towards the entire presentation.

The Art of the Story in Training and Sales - Click To Read Article
What I am referring to is taking whatever situation you are presented with and relate a simple real life story that connects your message or point so the client or student can understand it better.

The Hidden Importance of Listening - Click To Read Article
While he had everything under control, the prospect asked him a question and he proceeded to explain his position and then finally answered their question. The problem with that is the order should have been reversed. Any time a prospect asks you a question always answer their question first, then go into your explanation.

Small Talk - Click To Read Article
A trained professional salesperson uses small talk to try and qualify the prospect and make sure they are indeed a prospect. Real estate agents are notorious for it. They slide in things during the small talk like “Oh, where do you work?”, or “What do you do for a living?”, or “How long have you been doing this?”, that it sounds exciting?

Self Confidence - Click To Read Article
Product knowledge and hard work. It has never failed me, quite the contrary, knowing this information has enriched my life. If you believe in yourself, you will be amazed how others will believe in you, and how easy it will transform into sales.

Pointing Fingers In Sales And Management - Click To Read Article
Remember, when you are not accomplishing what you set out to do, if you point your finger at others and always think that YOU got the short end of the stick there are ALWAYS 3 fingers pointing back at you!

Neat Appearance in Sales and Management - Click To Read Article
You see, if you stand out people will notice you. If people are noticing you among the thousands in the crowd you never know when an opportunity will come your way that will enhance your life. How many times have you left your house just to run up to 7/11 or something and you’re hoping no one sees you? Well, we all know what happens. Of course, the one person you never wanted to see you in that condition pops up out of nowhere!

How Greed Can Cost You The Sale - Click To Read Article
I can't tell you how many times the "Buyer" has set the ultimate test in motion just to see if the salesperson is greedy or really sincere.

Goal Setting - Click To Read Article
Instead of being overwhelmed by the enormity of his goal he just did 10% at a time and not only did he achieve his goal but after reaching his goal he took the next step and reevaluated his goals and set new ones.

Eye Contact - Click To Read Article
There are a million little things like this that make up the whole. I have literally made thousands of sales by actually switching gears right in the middle of a sentence when I see my talking point is not going to fly. For all the people that fancy themselves as professional salespeople, there are very few that really are.

Cutting Out The Cancer In Sales/Management - Click To Read Article
The lesson here for all of you new trainers, and even some of you experienced trainers-that truly train because you love to watch young people develop-is know when to cut your losses!

Consistency and Positive Thinking - Click To Read Article
I also find it quite amusing that in our social life regarding the opposite sex we manage to keep an amazingly positive outlook. If that was not the case very few people would be married or have girlfriends. Look how much rejection we take before we find the right mate. If it will work in our social life it will work in our business life.

An Ounce Of Silence - Click To Read Article
It is amazing to watch a true professional finish his presentation and just kick back and watch the prospect talk himself or herself into the sale. The worst that can happen if you button up is that the prospect may start to say something negative and you have plenty of time to counter with positive reinforcement.

Are Children Good Closers In Sales? - Click To Read Article
A young boy convinced his parents that by buying him that new video game he would be a lot safer than hanging out at game rooms where there were bad influences and maybe trouble. What a close!

Advanced Sales Psychology - Click To Read Article
While I was watching the clients eyes I could see clearly that she had enough small talk and wanted to get to the point.

Advanced Sales Tip - Click To Read Article
It doesn't matter what the product is because the real product is yourself! This is an important thing to learn.

A Funny Sales Training Story - Click To Read Article
Then the fun began… After the first night with his 15 people William came back and reported no sales. Nothing new there for William. It only gets funnier. At work the next day only 11 of his people showed up for work and I questioned William who proceeded to inform me that he was weeding the garden and he was just keeping the best people. Well that night he came back with his crew and again there were NO sales. Again no surprise.

Advanced Closing Technique - Click To Read Article
Try to remember the dramatic effect you felt when your coach, parent, minister or whomever put their hand on your shoulder and told you what a great job you had done. Remember that feeling? Well that is the same feeling except much greater when you include that technique with your prospect.


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