Do This And Win. Don’t Do This And Lose!

alt text image of a pawn being moved between stages

Let me pitch you on how to think about your sales process and why it is important to you as a salesperson and/or a sales manager. Do This And Win Your sales process is simply the collection of things that you do that lead to a won deal. It outlines all of the steps between … [Read more...]

Four Lies You Must Not Tell

alt text image of a man with his lips zipped shut

The truth at any price, even the price of your deal. Better, Faster, and Cheaper: Don't tell your dream client that you are going to be better, faster, and cheaper. You may be one of those things. You may even be two of those things. But you aren't all three of those things, and … [Read more...]

Negotiating or Defending Your Price?

alt text image of a man holding a rope playing tug of war

There is a difference between negotiating and defending your price. What they have in common is that there is a potential obstacle that needs to be dealt with. Negotiating is one way to think about that obstacle. But it shouldn't be the first choice. The first choice should be to … [Read more...]

Win, But Not At Any Price

Win, But Not At Any Price

This article titled Salesman in the Surgical Suite is in the Health section of the March 25th New York Times. But it isn’t going to filed under Health here. Instead, it’s going to be filed under ethics. Most of the bad behaviors that salespeople were once guilty of are, … [Read more...]