Don't Waste Time On Over-Customization Creating custom proposals for every single prospect you meet with can result in time delays, risking the chances of you closing the deal. While you're building a custom proposal, your competitors are offering better deals…
You Must Own The Deals You Lose The sales profession is a cruel teacher. You learn quickly that when you take short cuts, make assumptions, and stray from the basics and fundamentals— you get burned. A Letter From Your Sales…
'Busy' Does Not Mean 'Productive' The best account managers know how to stay busy doing the sales activities that are the most productive. Being 'busy' only matters if you are taking actions that move you closer to making a sale.…
Memorable Sales Presentations Always Win Selling is all about memorable performances - especially in person. Don't Be Forgettable While watching an incredibly boring episode of American Idol, one of the judges critiqued another generic singer. All of the contestants seemed…
Failure in my mind has much more to do with an unwillingness to engage in the pursuit than it does the results of that pursuit. "How do you define failure?" Dick asked. We were at a sandwich place. I had…
Most of us are easily sidetracked by distractions disguised as work activities. Dick had wandered down the hallway and found me at my cubicle desk. Other than the morning DJ's we were the only ones at the station. Eating Cheerios…
"Look," I said to Jackson as I swung my feet off my desk and pulled my chair forward, "you need to understand that in business a relationship isn't based on lunch and cut flowers "Take a look at this," Jackson…
Commonalities might be good starting points but sellers need to be a little more subtle about how to use them and if they can't be subtle and conversational and real about it, they should avoid it altogether. A plane roared…
Realizing that the familiar buyer who calls you a friend is more likely to buy around you to avoid the appearance of favoritism, you must take your presentation to them far more seriously than you would otherwise. I was sitting…
My father was unemployed. Mostly, this was unremarkable. That is to say, he didn't seem to be too upset about it. He would wake up at about the same time as he did when he was going to work. But, instead…
I was overly confident that all thinking people would make the same decisions as me. But, the truth is that people's experiences and values are the lenses through which they view life and it makes their perspective a distinction shared by none.…
- Tim Rohrer
- http://www.timjmrohrer.com
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