Your challenge is that you can’t use a positive sales approach with a negative person. Are you too positive? If you’re like most salespeople—and most salespeople are—you’re pretty positive. The same is true if
It’s often difficult to motivate sales reps to focus on developing expertise when they want to develop relationships, but the two can go hand in hand. Trust is Not Enough For many years, developing
How do you view yourself as a salesperson? What would happen if you changed that perspective? Sales still slumping along and not where you want them to be? Maybe you need to change your
Billions of dollars are spent every year on carefully crafted impressions by businesses anxious to carve out a valuable position in the minds of their customers. Alas, if only the same thing could be said
Customers and prospects want to know that you understand their issue, tell them how you’re going to fix it and how much it costs…pronto. There are several ways to deliver your sales message in
Get rid of old beliefs and outdated sales techniques. The new economy demands a new approach and philosophy in sales. The self-help gurus are the best at teaching, “You are what you believe. Your
In the context of selling, a blind spot is something you commonly do within your sales interactions that potentially threatens your success. And here comes the kicker… you’re not aware of it. I’m a
Most of us tend to open our calls – cold calls, prospecting calls and follow-up calls alike – with statements that create resistance, instead of creating a relationship. As salespeople, we have between 4 and 30
There are three aspects to a customer relationship that lends itself to strong customer loyalty. Keeping customer loyalty is one of the greatest challenges in sales. This can be especially challenging if your product
