You have to believe in your product or service to be a great salesperson. But belief in your product or service can be as destructive to your sales, your success, and ultimately, to your company’s survival if it becomes arrogance.
It’s an age-old question: “Do I have to believe in what I am selling to be a good salesperson? “ The answer is complicated.
Salespeople get into trouble when they believe so strongly that they will win a particular deal that they don’t take the ...
At no time in history has there ever been more distractions, chief among them is the Internet.
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Instead of posting here on TSB today, I have made my monthly contribution on SalesBloggers Union. If you haven’t visited the ...
There are far too many skills and attributes that a salesperson must possess in order to succeed to limit them to 10 ...
To be effective in sales requires many and varied skill sets and attributes, all of which are essential. But only one of ...
The folks at Mother App turned The Sales Blog into an iPhone App. The app is free, and it brings you the feed from The Sales ...
Last night I joined a conversation on Jim Keenan’s new Talk Shoe program called Sales Smack. (the call was recorded and is ...
“I don’t want to come across as selling.”
In Yesterday’s post, Deals Stalled? How to Stop Taking Yourself out of the Sale, I wrote about the danger of agreeing to ...
Too often salespeople cause deals to stall because they take themselves out of the sale (or because they let themselves be ...
Interview A few weeks ago, my good friend Joe Sperry and I had coffee at Stauf‘s in Grandview, Ohio (best coffee anywhere). ...
Tuesday’s post, The Truth About Why Salespeople Don’t Like Cold Calling, continues to generate no end of comments (both in ...
One of the comments I received from a reader earlier this week brought this idea to mind. It stuck with me. Her comment was ...
Yesterday’s post, The Truth About Why Salespeople Don’t Like Cold Calling, generated all kinds of feedback, mainly falling ...
There are two groups of people who cold call: telemarketing firms and professional salespeople. For telemarketing firms, ...
The Checklist Manifesto is a new book by Atul Gawande. Dr. Gawande is a general surgeon at the Bringham and Women’s Hospital ...
Two posts over the last two days have generated some interesting comments and feedback. The first was a post titled Quantify ...
A few days ago I wrote a post entitled Quantify Yourself. The premise was simply that you have to know your own personal ...
