Mar 13, 2019
We all know it -- customers have less time to see salespeople today than ever before. They have too much to do and not enough time in which to do it. That makes the job of the field sales person much more difficult. That's why the 'value-added sales call' is so important. Dig into this new challenge with...
Mar 1, 2019
How do you sell when the competition has exactly the same product? Are you reduced to being the low price? Unfortunately, many sales people have never thought deeply about how to effectively sell commodities, and resort to discounting. Here’s a proven, effective approach.
Jan 25, 2019
The heart of sales is the sales opportunity. Increasing the number of sales opportunities bring greater sales. Let's dig into this issue together.
Jan 24, 2019
This is one of those nuances that the very best sales people grasp, but the bulk of sales people never catch ~ positioning yourself in the mind of the customer to viewed as someone of competence and integrity. Join with me to dig into it.
Dec 24, 2018
Here's my response to this question:
Help! I’m so frustrated. I just attended a “sales training” program that never addressed the real issues that I have to deal with every day. What causes me problems is not my lack of sales ability, it is my company’s back orders, the lack of responsiveness and competence...