Order Takers vs. Influencers

Order Takers vs. Influencers

Sales Job Titles In all walks of business, there are sales people. There are some sales-phobic, mathematically challenged folks who believe that the word “sales” is a frightening, four-letter word. So they cleverly avoid using the s-word in job titles....
The Five Dreaded Words: How Do You Respond?

The Five Dreaded Words: How Do You Respond?

What are the Five Most Dreaded Words in Sales? If you sell for a living, you are destined to hear the Five Dreaded Words. “Your price is too high.” Many of us are hearing these five dreaded words more frequently in a challenging economy. In some cases,...
When Being Smart is Stupid

When Being Smart is Stupid

Getting Prospects to Take Action We’ve all been there.  You know how much your prospect needs what you have.  It’s so clear to you.  Why won’t she act? What is Your Assumption? Most of us ASSUME that if your proposal makes logical sense to your...
So You’re Sayin’ There’s a Chance!

So You’re Sayin’ There’s a Chance!

Sales people have a common, frequent fear: Losing the Sale.  They go to great measures to keep their deals alive. Their efforts are too often wasted pursuing the unattainable. In the film, Dumb and Dumber, Jim Carey’s character, Lloyd Christmas pursues his...
Determining Sales Skills Competencies

Determining Sales Skills Competencies

Interviewing and reference checks are an important part of preliminary hiring decisions. However they are inherently biased. How do you know how candidates really stack up in the skills that will determine their success for your situation? Our Sales Strategy Index is...
I Don’t Have Time To See Some Crazy Salesman

I Don’t Have Time To See Some Crazy Salesman

Decision Makers Have Always had Gate Keepers Your project or service may be a potential game changer. But you still have to overcome the status quo. This cartoon of the medieval king preparing for battle captures the challenge of gaining an audience with important...
The First Commandment of Selling

The First Commandment of Selling

Are you Puking on Your Prospects? We all understand the act of regurgitation.  I’m referring to the metaphor that means pitching without permission.  When you make the assumption that others need what you offer and proceed with an unfiltered pitch, your...