Welcome to The Specialist Sales and Management Consultant Website!
Charles Kettner, aka “The Specialist”, is a professional sales and management trainer and published author, having recently released “The Specialist” Sales and Management Bible. He resides with his family in Virginia Beach, VA, where he is the host of a daily radio show, The Specialist Radio Hour. He has over 40 years of sales, management and training experience, over 25 years of hard core door to door sales with no leads and no referrals and for 38 years has never had a guaranteed paycheck! He has interviewed over 250,000 people in the privacy of their home, has interviewed over 5,000 people for employment opportunities, group interviewed and sold literally tens of thousands of people. Charles has been a guest speaker at colleges and universities, such as The University of North Carolina and Old Dominion University, and has literally amassed millions upon millions of dollars in sales! CALL 757-274-6983 FOR A FREE CONSULTATION!
From The Sales and Management Training Blog…
Today I would like to talk about something very commonplace in our great industry, the “I’ve arrived!" syndrome. It is incredible that when new sales persons enter our industry it is almost without fail that when they accumulate some product knowledge and start to make sales they all of a sudden hit that brick wall and they don’t understand why, but all of a sudden they can’t make a sale.
Relax, [more]
Are Children Good Closers In Sales?
Today "The Specialist" Spotlight is on the best Master Closers you will ever encounter. Your children! Thats right, your children, they are naturals. Children have the ability to attach the emotional needs of their wants directly to their prospects...their parents!
I personally know two little girls that convinced their father, who dislikes cats intensely, to buy not one but two cats at the same time! By the way, I was the [more]
You see, most people are taught to do everything to close the person right on the spot. Never let them leave without closing them. I completely disagree with that philosophy. If you do statistical research on this you will find long term two things happen with this philosophy. First, the rate of cancellations are much much higher. Secondly, the amount of charge backs increase dramatically. I have never used a [more]
Bonding with the “Little People”
As usual I was talking with a salesperson today and they were explaining to me how they went into this business and got past the girl at the desk and managed to speak with the "decision maker". This particular salesperson proceeded to go to great lengths to bond with this owner of the business assuming that the sale was imminent.
Well, a funny thing happened along the way. After the salesperson [more]
Too often in sales you will see the young and experienced sales person talk themselves OUT OF THE SALE!
The reason being is that when you are finished with your presentation you have to STOP talking and give the prospect time to digest what you have said. The sales persons that continue talking more times than not talk themselves out of the deal. When I am done with my presentation or [more]
Ethics and Morality in Sales and Management
“As a man thinketh, so he becometh”. Very important part of sales and management. When I was first growing up in sales the mentors I had were all old timers with horrible habits. When I reflect on how they spoke about their prospects and employees it was easy to understand what destiny had in store for them. It was ugly to witness. Gifted sale persons and managers by the age [more]
Fatigue Makes Cowards Of Us All
People have often asked me outside of technique what is the one thing, if I had to pick one, that enabled me to excel in sales for so long the way I have? My overwhelming response has always been the same. Physical and mental conditioning.
I found it to be imperative. On a smaller scale I always conditioned myself to make the last presentation of the day my BEST! Why? One, [more]
When I was very young I had the good fortune of owning a restaurant and nightclub. My partner was an expert in the food and beverage industry. I was kinda like a front man. Well one night we were closing and we found 4 prime ribs (approx. value $240 each) in our dumpster wrapped in aluminum foil. It was obvious the cook was going to come back in the middle [more]
Now, all of my readers know by now that I am not a big fan of “closes”, especially taken out of context. Everyone knows how I feel. You should be closing continuously from the time you meet someone, forever. Now I am going to elaborate and incorporate a style in the process of continuously closing… “The Assumptive Close”. Quite the contrary to popular belief, the assumptive close is not just [more]
