Sep 19, 2019
One of the most common thing sales people hear is: ”I’m happy with my current vendor.” In other words, “If it ain’t broke, don’t fix it.” Here’s how to respond.
Sep 12, 2019
Call reluctance is the term used to describe a salesperson’s hesitancy to make the next sales call. It’s a common issue that can detract from a salesperson’s performance. In this piece, we provide some solutions.
Sep 5, 2019
Customers always create a perception about the sales people who call on them. Sometimes this perception works for us, and sometimes it works against us. By intentionally influencing our position with the customer, we can influence the customer’s perception and impact the sale. We can influence the customers’ view...
Aug 29, 2019
What happens when you spend a great deal of time and effort creating a big proposal for a prospect, and discover that they gave it to their current vendor to match? Have you been betrayed, or is there some other explanation? In any case, what do you do?
Aug 22, 2019
In a misguided attempt to stay busy and see as many people as possible, too many salespeople subscribe to the theory that any activity is good activity. Sales people now must confront an overwhelming number of potential “things to do,” and that requires them to make decisions about which customers in which to...