You have to believe in your product or service to be a great salesperson. But belief in your product or service can be as destructive to your sales, your success, and ultimately, to your company’s survival if it becomes arrogance.
Archive for January, 2010
It’s an age-old question: “Do I have to believe in what I am selling to be a good salesperson? “ The answer is complicated.
You don’t need to believe in your product or service in order to know how to prospect.
You don’t need to believe in…Continue Reading
Salespeople get into trouble when they believe so strongly that they will win a particular deal that they don’t take the requisite steps to prepare for the unimaginable loss.
You Cannot Count on Winning
Sales is a tricky business. Sometimes,…Continue Reading
At no time in history has there ever been more distractions, chief among them is the Internet.
The Internet, while being one of the greatest and most useful tools ever created, is also the greatest enabler of distractions. The Internet is the…Continue Reading
There are far too many skills and attributes that a salesperson must possess in order to succeed to limit them to 10 essentials. This is more in a line of posts that discuss what salespeople are told as conventional wisdom and the opposite of that…Continue Reading
To be effective in sales requires many and varied skill sets and attributes, all of which are essential. But only one of these attributes is the foundation for all others. Only one is the master key to sales effectiveness. This attribute stand…Continue Reading