Archive for June, 2010

Dream Clients vs. Prospects

Much of what has been written here focuses on what we as professional salespeople do and how we can improve, including the foundational attributes required to succeed, the foundational attributes and skills required of sales professionals, and the…

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Why Should I Buy From You?

It is easy to focus on the end game in sales, getting caught up in selling the solution that will help your dream client to overcome their problems or capitalize on their opportunities.

But the first thing your prospect has to buy is you. You are…

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Arm Yourself I

My good friend, David Brock, chafes when I refer to sales as a blood sport. It is hyperbole for sure, but I do think it makes the point that sales is a zero sum game; one salesperson wins the deal, the rest of the competing salespeople lose the…

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The Confidence Game

The list of factors it takes to succeed in sales is long. It is even more difficult to build or improve your effectiveness in all of the attributes. Each attribute is an enabler of other attributes, and they are cumulative; they build on each…

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