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? Or is it a show
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 losers and focus on your
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
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
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
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
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. Considering the climate and lifestyle
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”
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
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 profiles, which can predict style
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
Prospects’ Two Biggest First Meeting Phobias
It is rare that a business-to-business transaction can be closed without an in-person meeting. The more complex the sale, the more meetings are needed to
And you want to be my latex salesman
Classic Costanza Seinfeld fans will remember the line that Jerry delivered to George as he ran from the washroom with his pants at his ankles
Call Reports for Manufacturers’ Reps: A Deal Breaker?
Working with independent manufacturers reps can be an extremely effective and risk free way to generate sales for a product line. However the operative word
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
