Despite how common it is, of the toughest challenges a sales person (or sales organization) can face is having a product or service with the same cost basis as their competitor’s. You each pay the same price for the component parts that make up what you sell, whatever that ...
Your dream client has expressed their wishes. They’ve told you what they want to do, and it decreases the odds of your ...
Top-line growth is important. If your top-line isn’t growing as fast as the market you’re losing marketshare and losing ...
The biggest and best prospects in your territory already have someone providing them with what you sell. They’re completely ...
Inevitably, when I hear that a salesperson has trouble negotiating or closing there are two main causes, neither of which is ...
My client said, “Why can’t I see you.” The reason he couldn’t see me is rather simple. I called him from my cellular phone, ...
If you don’t want to bother your prospect client then don’t bother them.
“I want to make sure you understand how our country is different.”
The prospective client said that the salesperson was going to have thirty minutes to convince him that she was better than ...
Sometimes you end up in a loop. That loop can lead upward, producing better and better results. That loop can also descend ...
One thing about sales people is almost universally true: They won’t sell something they don’t believe in.
This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, ...
There is no factor more important than the individual salesperson’s mindset when it comes to winning new business. What you ...
Imagine you are on a first date. Your suitor has been badgering you for this date for a long time, and you’ve finally ...
Your dream client hasn’t called you back. Up until now, the whole process has been smooth sailing. Now, nothing but ...
When you are sick, medicine can help. But first it has to be the right medicine. And second, you have to take the medicine ...
Strategy is important. So is vision. You know where you want to take your team. You know what results you need to achieve. ...
Robin Starr gave a speech at Toastmasters. She said that there are only seven responses to any question. Let’s look at them ...
There isn’t one right answer. There are many paths that lead from target to close (or any other outcome you are seeking).
I refuse to believe that some people are incapable of creating value or capturing some of that value. It doesn’t matter ...
