Sales

A painfully uncomfortable sales scenario is the team call with a senior that does not go well.  Whether the senior has been blindsided or the salesperson just wasn’t prepared, a…

If there is a chance to win deals in a competitive marketplace, we must be more assertive, have established rapport, and make a second and third effort. It’s not easy…

Salespeople are often alone as they make sales calls. Many say they don’t get coached. Most are hungry for good feedback and would benefit greatly from it. However, you can…

“Just send me (or tell me) the price.” Salespeople hear these words early in the sales process from clients every day. But the wise ones know the pitfalls of this…

Many people are shy when it comes to working a room and engaging in small talk with people they don’t know or with whom they don’t normally interact. The holiday…

The words you choose — spoken or written, letters or e-mails, delivered face-to-face or by phone — help shape the client’s perception. Take every opportunity to shape perceptions by positioning…

Valentine’s Day is a day to “pop the question.” In the spirit of that, let’s focus this month on closing. Just as a sweetheart’s answer should not come as a…

The one skill that I see the superb salespeople excel in is positioning. In light of my book title, Stop Telling, Start Selling, this may seem odd because positioning is…

For many people, Valentine’s Day is a day of hearts and flowers and other expressions of affection. Although we are not suggesting that you send flowers to your salespeople, all…

Few priority client relationships are managed by one sole salesperson anymore. Whether the team is large or small, local or international, it takes a team to meet the demanding and complex…