Category: Sales

Before it is possible to list some of the best sales meeting topics, you must first determine the outcome of a sales meeting. If you are going to take your sales force out of the field and away from selling for an hour, that hour must provide them…

In the last few weeks, I have been confronted with two posts on LinkedIn, both suggesting that there is no value in reading books, least of all books written by people in their fifth decade of life. I was more offended by the advice that one…

One of the primary differences between those who are successful and those who struggle to create the results they profess to want in their life is their view of who and what prevents them. The first group, those who create success for themselves,…

Some circumstances can cause a client that previously treated you as a strategic partner because of the value you created for them and the results you helped them produce. They could have financial challenges that cause them to seek savings in all…

You know how important it is that you acquire meetings with your prospective clients. You are also acutely aware that getting a meeting is rarely easy, and it is something that takes time and an effective approach. It's vital that you have a…

One of the variables to success in sales is self-confidence. You create a sense of certainty for your clients when you are convicted about who you are, your ability to help produce better results, and the advice you provide them. When you are not…

By now, you know that you need to have real and valuable insights to share with your client as a way to create value for them. How do you know when and if the insights are on point and effective? Let the following tests guide the development of…

The question in my inbox was in response to a post titled, “Relationship Selling and the Value of Intimacy.” I wrote that people who deny the value of relationships often “believe they need only share their value proposition with a prospective…

The number of people who wish to remove the relationship from sales doesn't ever seem to decline. I attribute most of it to the Silicon Valley ethos. It resembles your Uncle Enrico's get rich quick schemes by paying no taxes or the 8-Minute Abs…

Many decades ago, the theory about how to close deals faster was to use a trial close, followed by increasing pressure, regardless of your prospective client's objections (which were unresolved concerns). The most popular theory now is to improve…