Do you know how long it takes to make a good (or bad) impression? Whether one is on the phone or face-to-face, research shows that it takes between 4 and… read more →
Perhaps the situation may change someday for your non-interested prospect. Whether selling books in college door-to-door to Mrs. Jones or later selling sophisticated hardware and software solutions to professional business… read more →
We all like winners and can appreciate superstars when we see them. We admire the superstar athlete who is talented beyond question and helps his team win games. But we’ve… read more →
In addition to good probing skills during the early stages of the sales cycle, qualification skills are fundamental to effective selling. Many a deal has moved down the sales cycle… read more →
The biggest mistake that sales reps make in sales meetings is mismanaging the discussion flow and failing to appropriately extract enough valuable information from the customer. This is easier said… read more →
There is less than five minutes left in the 4th quarter of a high school championship football game. The score is tied 7-7. The All-American tailback catches the punt at… read more →
Taking care of customers goes hand in hand with sales revenue production. And yes, it’s also all about revenue. The best way to keep your job as a salesperson or… read more →
Effective salespeople get people to communicate with them. It’s not always easy. You leave a message, send an email, then wait for something, anything that lets you know they know… read more →
The sales rep was in the customer’s office for their first meeting. The rep had skillfully probed and qualified the account with questions that gathered quite a bit of data… read more →
There were five vendors competing for the business of a billion dollar organization. The solutions were similar but one vendor stuck out like a sore thumb and won the business.… read more →