Too many salespeople go through the process assuming acceptance on the part of customers without actually asking for commitments from them. Here’s how small commitments lead to big commitments.
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You need to understand that your sales prospect lives amid a sea of negativity, and those negative biases change their thinking.
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When you stop learning, you stop living. Here are four ways to reignite your passion for tackling new challenges and exploring new horizons.
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In my opinion, kindness has everything to do with sales. Salespeople, take note: kindness is a goal worth having!
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One of the most common problems in sales is often not what we say but, rather, what we do not say. Here’s how to boldly say what needs to be said.
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Whenever I meet someone just embarking on a sales career, I gladly offer this important advice: Learn your customer’s backstory.
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Where would you plot your sales leadership career on the product life cycle continuum? Are you still a start-up? Are you on the decline? Or somewhere in between?
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Your customer is, by nature, an extremely emotional creature. Which is why you, the sales rep, play such a key role in the buying process.
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Every sales professional dreams about landing the perfect sales job. Perhaps a better approach might be to avoid those sales jobs that will bring nothing but misery.
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Every customer has a backstory, but most salespeople don’t bother to find out what it is. Here’s how to become a “Why” salesperson instead of a “What” salesperson.
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