Chicago Sales Coaching Blog
tl-char
Hurdle
Buying Decisions
Tom Lemanski

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

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Buying Decision
Sales Skills
Tom Lemanski

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”

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1st Commandment of Selling
Sales Skills
Tom Lemanski

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

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Open
Customer Attraction
Tom Lemanski

The Forgotten Customer

Who Are Our Customers? Whether we call them clients, guests, members or patients, they are our Customers. They’re the ones who write us checks that

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Selling Smarter Sales Coaching BlogChronological Post Listing

What's Your Root Cause for Low Sales

How to Answer the Question: “What do you do?”

What's Your Answer When asked “What do you do?” – What do you say? Does your answer inspire interest and added discussion?  ...
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Check

Real Sales Opportunities: The Four Critical Qualities

How much time to you spend pursuing opportunities that never come to fruition.  What if you could avoid the potential ...
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Hurdle

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 ...
Read More
Rose Colored Glasses

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 ...
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Hand Shake

Determining Sales Skills Competencies

Interviewing and reference checks are an important part of preliminary hiring decisions. However they are inherently biased. How do you ...
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Gun 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 ...
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Eskimos

Selling Ice to Eskimos: Not all it’s Cracked Up to Be

Old World Selling There was an old saying about the prototypical star salesperson. He can sell ice cubes to Eskimos. ...
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Buying Decision

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 ...
Read More
1st 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 ...
Read More

Identifying Potential Star Sales Performers

New, Groundbreaking Research on the Attributes of Top Sales Performers I've heard various theories and opinions. Some companies use DISC ...
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