The Art of the Probe
There is so much emphasis placed on probing, but so little time spent doing it. I have video taped over 1,000 sales interviews and only one person had an accurate…
Marketing
Phenom or Fraud?
The average producer is literally wasting tens of thousands of dollars a year quoting on accounts they have either little chance of writing or shouldn’t even be trying to write.…
Is Integrity a Sales Strategy?
The more your customer trusts you, the less risk your customer feels in dealing with you, and the less time necessary to invest in understanding the product, service or program…
Dealing with the Producer Who Has Leveled Off
One or more of your salespeople has leveled off. Their performance hasn’t improved much in the last few years. Where before you were able to count on significant increases each…
How Can I Sell When I’m Not the Lowest Price?
How many of you are driving used Yugos? Or wearing a suit you bought at a garage sale? Or watching an 8-inch black & white TV? You’ve got the picture.…
The Five Most Common Mistakes Salespeople Make
Over the decades that I’ve been involved in sales, I’ve worked with tens of thousands of salespeople. Certain negative tendencies – mistakes that salespeople make – keep surfacing. Here are…
Your Most Powerful Sales Tool?
Did you enjoy what you had for dinner last night? You are probably wondering what that question has to do with sales. Bear with me a moment, and answer the…
Communicating Price Increases to Your Customers
No one likes price increases, but they are a fact of life. As a professional salesperson, you can manage this process with excellence or you can allow it to upset…
What’s a Professional Sales Manager?
I was in the midst of a sales slump when my sales manager offered to have lunch with me and discuss the situation. Afterwards, I was back on track to…
Account Profiles
What’s an account profile form? An account profile form isa form full of questions, or more precisely, spaces for the answers to questions. The questions are all about one of…
