The Sales Blog
When I teach undergraduates my Personal Selling course (a survey on business-to-business sales), I begin the class by asking the students to tell me what words they would use to describe salespeople. Without failure, I hear words like “greedy,” “selfish,” and … [Read more...]
There’s so much written now about how the imbalance of power between buyer and seller in the past was due to the fact that the seller had more information. Allegedly, because of the free flow of information on the Internet, your clients are now equal when it comes to … [Read more...]
You think you need your power sponsor to agree that you are the best person to add to their management team, that your solution is best, and that they should move forward with you. Not so fast! What about the rest of the organization that is going to be impacted by a decision to … [Read more...]
It’s difficult to overthrow the status quo. People don’t change without good reason. The kind of gaps that give rise to change can be negative or positive. The survival of the company is the greatest possible dissatisfaction and threat a business will ever face. That's … [Read more...]
People don’t change unless and until they are dissatisfied. Without dissatisfaction, there’s nothing to compel your prospective client to do something. There’s no reason for them to take action. Your job in sales is to discover dissatisfaction or create it. Find … [Read more...]
You are going to lose clients. Sometimes it’s going to be your fault. You’re going to fail to deliver. You’re going to get complacent and your competitors are going to catch you sleeping. Your going to lose the key operational person that owns the relationship. Sometimes … [Read more...]
Leaving A Trail of Negativity Behind You