Marketing

The issues of attitude and motivation seem to confound most sales organization. Companies will go looking for a “motivational speaker” to pump life into a lethargic sales group. Sales managers…

The most often misunderstood function in a sales plan is the training of staff. The first rule of training is that nothing stays fixed. Training is an ongoing process that…

Most claims of success by sales trainers are a fraud. Many sales trainers are like roosters taking credit for the dawn…they crow about the effectiveness of their workshops when, in…

In order to migrate (develop) a prospect up to buyer and then on to loyal customer requires a sales person to have an overall account management vision. What’s needed is…

In the early days of organized selling, when behavioral science was coming of age, some of the companies fielding large numbers of door-to-door sales people turned to the new science…

Probably no myth is more pervasive than the idea that there are “born” sales people. What a crock. Granted there are some people who seem to naturally have the attributes…

All the books you’ve read, all of the “rah-rah” rallies you’ve attended, all of the workshops you sat through don’t mean squat if you don’t convert the knowledge into skill.…

Selling may be simple but consulting is hard — and it’s different! You’re kidding yourself if you think you can hire a “sales trainer” to teach your sales people how…

What’s your “pickup” line? “Hi sailor, been in town long? I’m a Libra, you must be a Capricorn.” For a business, the pickup line for buyers might include the trigger…

Most sales people have problems with closing because they don’t understand the Big Secret of selling. They think you close the sale by asking for the order. Wrong! You close…