Tag: confidence

If there is one thing I see salespeople do that harms their results, it is believing they can sell over email. Because they can’t secure a meeting, they accept a conversation on the phone and an emailed proposal and pricing as their sales…

Professional salespeople want—and need—to be consultative. The word “consultative” means that one provides advice and recommendations, and it includes the idea that one possess the business acumen and situational knowledge (or experience) to…

You are responsible for the salesperson you are providing your clients. When you hire, you can easily believe your are hiring for your company, but you’re really hiring for your clients and prospects.

The salesperson you put in front of your…

Some people live in poverty. Real, physical poverty. They can’t meet life’s basic fundamental needs, like food, water, shelter, and clothing. Too many people are truly impoverished, and they deserve our help.

But there is another kind of poverty.…

There is a difference between respecting your competition and fearing your competition. Respect, they deserve (some more than others). But fear? Never.

They Are Human

It’s easy to think about your competitor in terms of the company for whom…

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…

You have to believe in your product or service to be a great salesperson. But belief in your product or service can be as destructive to your sales, your success, and ultimately, to your company’s survival if it becomes arrogance.

We Are The…