Technology Doesn’t Sell Products; People Do
If a business’s professionals can’t provide the red carpet treatment – or any help at all – what is the point of spending money on technology and marketing? I don’t’ understand. Why does a
If a business’s professionals can’t provide the red carpet treatment – or any help at all – what is the point of spending money on technology and marketing? I don’t’ understand. Why does a
Instead of wasting time figuring out an impressive response, spend time understanding what caused the objection in the first place. Identify what you are doing, or not doing that triggered the money objection in
In an uncertain market, successful businesses realize that there is an opportunity to build, yet many put the brakes on their own success by feeding into the negativity around them. The market stinks. The
He wanted to know me and to build trust. He wanted to know I was there for him whenever he needed information, advice or just someone who would go to bat for him. Unfortunately we don’t
Once you lie to your customer, it is reasonable for them to assume that you are willing to lie whenever it serves your interests. If there is one thing I can count on each
Introducing a salesperson to cold-calling is the same as Edison introducing electricity to the world by demonstrating the use of the electric chair. It’s universally known that sales professionals hate cold calling. And, yes,
Succeeding in sales requires a lot more effort than it used to. I love watching sports highlights on television, especially segments like “Plays of the Month”. What always stands out for me is the
It is a proven fact that when a customer comes into a business and asks specifically for a particular salesperson, the closing percentage is 60% or higher than a person who is drawn in
The time and energy you devote to things that are outside of your control is better spent in areas where you have control. We don’t get to choose what happens in the areas where
