Latest from The Sales Blog
“If this is good, that must be bad.” “If that is right, this must be wrong.” “There is only one way to do this, and that is the way we do it.” “It is black or white. There is no gray area.”
One of the patterns in human thinking is the tendency…Continue Reading
You will be asked to negotiate things you must never trade away. Whatever is offered in trade will never equal what you are being asked to give up. The following list includes the things forbidden from being negotiated away.
- Integrity or…
There are more variables to competing and winning in sales than your company, your products, or your pricing. Many of the variables are under-appreciated. They are also within your control. Here is a list of variables that may cause you to lose to…Continue Reading
There isn’t much better than asking your dream client a question to which they answer, “That’s a great question.” You may have had clients say those very words to you, but you may not know what made it a good question—or how you might…Continue Reading
The following is not a true story, even though it may resemble stories you have you heard. No names will be used, to protect the guilty (and the highly sensitive).
A kid decides to open a lemonade stand. He sets up shop at a busy corner, and he…Continue Reading
There are ways to speed up your sales process; many—if not most—are unhealthy. You can rush through the process, not giving the conversations your client needs the appropriate time and attention. You can speed past some of the necessary…Continue Reading