When you meet new people, you are invariably asked what it is you do for a living. For occasions when you meet people with whom you may want to do business, in situations where you have limited time and access, the common wisdom recommends that…Continue Reading
Archive for April, 2010
Every salesperson uses a script. Period.
Many salespeople deny that they are using scripts. This is not true. What is true instead is that they use a script that they have never spent the appropriate amount of time or energy to craft as well as…Continue Reading
No sales process is perfect. In fact, they aren’t supposed to be. The sales process is a road map that can be followed, marking the milestones that need to be accomplished on the way to a deal. Regardless of the process, the sales organization…Continue Reading
Salespeople are responsible for managing the outcomes that they sell their clients. If you sold anything even remotely complex, like a real business improvement, it is inevitable that the execution comes with built-in challenges and problems.…Continue Reading
In business-to-business sales, most decisions are made by consensus. There often isn’t a single decision-maker. Instead, there are teams of subject matter experts who make the decision together. These decision-influencers all spend more time…Continue Reading
About every 90 days I receive a call from a company that sells a service that I use. I am more than qualified. Each time they call, they say the very same thing: “I am just calling to check in.” And each time they call, I politely thank them…Continue Reading
If you have read this blog for anytime, you know that it stands for the practice and execution of the fundamentals that lead to success in sales, and it is opposed to gimmicks, tricks, shortcuts, and secrets of all kinds.
There is no doubt that…Continue Reading