Sales & Marketing Articles

The Most Important Sales Conversation

by John Chapin

There is a much overlooked aspect of sales success that is rarely talked about and people pay little attention to, it is: self-talk. The most important conversation is the one you have with yourself. The reason that conversation is so important is because the words and language you use both reveal and reinforce your beliefs about yourself and the world. Those beliefs dictate the action you take, or don’t take, and ultimately determine success or failure. If you have a problem selling, you more than likely have a self-talk problem. The difference between the top salespeople and everyone else, is that the top people became aware of their negative self-talk and beliefs and reprogrammed their language and beliefs to positive ones, or, they were one of the lucky few who received positive programming right from the get go. The latter by the way is the exception, most of us received negative programming growing up. Either way, if you want to become a champion, you need to ensure that your self-talk is positive, upbeat, and supports you.


Watch Out for Wire Fraud

by Danielle J. Butler, Managing Partner of Luxury Law Group

Wire fraud is ramped and simple to commit. Wire transfer instructions are emailed to the buyer from the seller or seller’s representative. The buyer complies with the instructions to the “T”. Within hours, the seller contacts the buyer asking if the money has been sent yet. The buyer checks with their bank and is assured that the funds have been transferred out. However, when the money has still not shown up, everyone begins to retrace steps. As it turns out, the wiring instructions were bogus. The email came from an address that looked very much like that of the sellers or sellers’ representative, but it was not actually theirs and was that of a hacker.


Is Your Sales Team Fat, Dumb, and Happy?

by John Chapin

On a scale of 1 to 10, where 1 is not at all, and 10 is a perfect description, how does your sales organization rate according to the following definitions? Fat: Enough clients and business to sustain you for the short term coupled with no consistent effort at chasing new business. Everyone is simply living off of current accounts and otherwise killing time during the workweek. Dumb: Mediocre to poor sales skills with no interest in developing good to great sales skills. No training initiatives for professional or personal development. Happy: Comfortable because everyone can pay their bills and they’re not missing any meals. A 6 or higher on any one of these is a big problem. A 6 or higher on two of these is a major problem. And a 6 or higher on all three is an extremely urgent problem and a recipe for disaster.


US Boat Sales Strong Heading Into Boat Show Season

As the industry prepares for a busy winter boat show season – a crucial selling period – NMMA announced this week that unit sales of new powerboats are expected to be up six percent in 2017, marking an estimated 260,000 new powerboats sold last year. As consumer confidence continues to rise and boat manufacturers introduce products and experiences to attract younger boaters, the outlook for 2018 new powerboat sales is another five to six percent increase.


NMMA Federal and State Agenda

NMMA believes that this year promises to be another fast-paced one in D.C. and across the country, as there will be a significant push for legislative achievements ahead of the 2018 mid-term election cycle. The NMMA team will be working aggressively on many issues on both the federal and state level, which include:


5 Ways to Identify the Ideal Client for Yacht Donation


Building Your Sales Machine

by John Chapin


The Recreational Boating Industry Eco-System

by Freya Olsen, NMMA


Clients for Life: From First Sale to Long-term Relationship

by John Chapin


Reflections from YBAA University, July 20, 2017, in Providence, RI

by Peter Amos, Essex Yacht Sales


How to Easily Reconnect (one on one) with 30 to 40% of your Entire Database Before the Boat Show Season

by Vincent Finetti


Comparing the YBAA and IYBA Purchase and Sale Agreements

By Christopher Anderson and Jane Schwed, Robert Allen Law


A Day in the Life of a Successful Salesperson

by John Chapin


How to Get and Stay Motivated when Selling

by John Chapin


The Top Rules of the Most Successful Salespeople

by John Chapin



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