Latest "Ray’s Rules" Posts

Do you have the RR factor? RR is short for Rubber Rear. The higher your RR factor, the quicker you rebound from setbacks. It is one of the most important traits of a salesmaster. We all lose deals. The question is, what do you do when that happens? Do you analyze the results and do […]

Resting on your laurels is not an option in sales. In many professions, one big idea can carry someone for a career. In entertainment, a single hit record can make you famous. But in sales you must prove yourself every day, every week, every year. That is what makes you special. Most people can‘t take […]

Most sales pros, including yours truly, are constantly telling salespeople to try to initiate contact with the economic buyer. However, sometimes it is better to initiate contact with someone at a lower level. The person that owns the problem, that your product or service impacts, is often a more receptive audience. Example: If I am […]

The majority of my time is not speaking in front of an audience. It is working on strategies to help my clients win business. I probably work on a hundred pursuits a year. That number of deals provides me with unique opportunities to spot patterns. One of those patterns I’ve noticed recently, is what I […]

Please indulge me. This Ray’s Rule is going to be very different than any other. I had an incredible experience Saturday on my way home from London. I was able to catch an early flight so I was not supposed to be on the plane and I was lucky enough to get an aisle seat […]

Don Shula, Head Coach of the Miami Dolphins, the undefeated Super bowl football team, says that to consistently win you must be Audible Ready. What he means is that you must be prepared for every eventuality. In football, it means being able to recognize what your opponents are planning to do on defense and being […]

Most salespeople make presentations extolling all the reasons why their product is better than their competitor’s products. Then they ask the prospect to buy. Sometimes it works and sometimes the prospect does not agree with one of the reasons to buy and that sinks the whole deal. There is a better way. My way. Wouldn’t […]

Would your closing average go up if you only presented to those that agree to buy before you presented? Of course! So why don’t you do it? Sound crazy? It wont once you understand the Sales Funnel® process. In the research phase of the sales process we ask clients what are their buying criteria. We […]

What is the primary motivator for most buyers in today’s economy? Is it getting the best solution for their company? Is it getting the lowest price? No, it is least risk to their career! Their primary thought is, “Will this decision help or hurt my career?” If there is any risk to their career in […]

Many attendees of my training classes are amazed at how I come up with such quick responses to problems they throw at me. There is a secret. It is formulas. I have a number of formulas I use to solve problems. Plug the variables into the formula and the correct answer pops out. Many of […]