I had a recent interaction with a salesperson. He asked me a lot of questions, and it was clear that the line of questions he chose were the same questions he asks all of his prospects. He wasn't really interested in learning about my needs or me; instead, he was trying to view … [Read more...]

Some salespeople resist buying the company line. They resist buying the hype. They are too cool for school, pointing out that nothing is as good as it is made out to be. They question motives. These salespeople are cynical and are typically smartasses. Their cynicism is a recipe … [Read more...]

If you would have referrals, you need clients that feel so strongly about you and what you do that they are willing to talk to other people about you. If you would have referenceable clients that you can use as proof of your ability to produce better outcomes, you need clients … [Read more...]

Breaking News! I have just learned that you can make a single donation to the Japanese Tsunami Relief Fund and register for as many of the 35 Top Sales World Sales & Marketing Success Conference webinars as you like! The webinars start tomorrow, May 9, 2011 and run through … [Read more...]

You want to sell something more than price. You want to help your dream client produce greater results, and you want to help them obtain the outcomes that they really need. But your competitors have continually sold the fairy tale that your dream client can have better outcomes … [Read more...]

There are a lot of "wont's" between you and what you want. Some salespeople want to win more clients, but they won't do all of the prospecting it takes to open the opportunities they need. They won't spend their time qualifying, and they won't target the dream clients for whom … [Read more...]

Image: Aspen Photo / Shutterstock.com In sales, we make promises. We make promises that other people are required to keep. Much of the time, our teammates who are accountable for keeping those promises aren’t there when we make the promises, and we aren’t there when they … [Read more...]

A few days ago, I wrote a post on qualifying. Salespeople, especially desperate salespeople, try to sell their product or services to people who don't buy what they sell. This requires that they make a bunch of different and difficult sales. It is time-consuming and mostly … [Read more...]