Archive for July, 2013

You want your dream clients to find you interesting, insightful, and compelling. You want them to recognize that you are the value (or a very big part of it). You want to be Mr. Trusted Advisor or Ms. Consultative Salesperson. If you’re going to…

Sometimes we sell price without meaning to. We are prospecting and ask the client what they’re paying their present supplier. Or we find out that the prospect placed an order with someone instead of us, and so we ask what they paid for that…

Price isn’t value. But price is an expression of value.

When your prospective client tells you that your price is too, what they are saying is that they don’t perceive enough value to pay that price. So the question you have to answer is “Do…

I send out a newsletter every Sunday morning. Each week I write about some big success principle that you can apply to your life, your work, or your sales game. I ask the community of people who subscribe to the newsletter to send me their…

At a dinner party, a friend of mine asked me this question: “Do you want to know how to have a really nice small business?” I knew the question was a setup, so I bit. He said, “Buy a really nice large business and wait.”

This is as true for…

You can’t hire enough star performers. What is required to succeed in sales has changed too much.

Not only do salespeople need to the old sales acumen skills like prospecting, storytelling, closing, diagnosing, differentiating, and negotiation,…

This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. I've been compensated to contribute to this…

Is there a difference between your current performance and the performance you want? Can you recognize a gap? Producing better results means filling those gaps.

If I had to guess, I’d guess that the gap between your present sales results and the…

There is a lot of talk about what’s changed in sales. And lots of things have changed. But some things haven’t changed.

Know, Like, and Trust People still buy from people that they know, like, and trust. We don’t like to talk about the…