May 27, 2021
More than any other type of sales, B2B salespeople must be good at relationship building. You see your customers more often, and for longer periods of time than almost any other type of sales person. This means that you must build relationships that provide you a competitive edge over all of your competition. Here are...
May 20, 2021
Many salespeople harbor a set of beliefs that hinder their performance. These often sound reasonable and are held onto without question. Looking a bit closer at them uncovers how they limit a salesperson’s performance. One of the most harmful of these limiting beliefs is this: “I have my own style...
May 13, 2021
Remember the television commercial of the salesperson driving down the expressway with a cell phone balanced on his shoulder, a cup of coffee in one hand, and a laptop computer teetering on the dashboard? The voice in the background says, “You know he’s out there.”
That’s a frightening commercial because of the...
May 6, 2021
Abusive customers are not fun. They're stressful, and they make
you feel like crap. I've been on the receiving end of verbal abuse
several times in my career, and it's never pleasant.
“The Customer Is Always Right” is a nice saying that works well for
most businesses, but sometimes there will be an aggressive...