It’s the Holidays. . . Companies Don’t Want to See Me Let Alone Buy from Me It’s that time of year again. People have been asking for it so here goes… It’s December of 2013 & even though it hurts me to ask… I have to: Do you know salespeople & companies that start to […]
7 Reasons to Keep Prospecting for New Clients During the Holidays Read More »
On This First Day of School the Sales Coach Asks: Why in the World Would You Educate Your Prospect to Buy From Your Competitor? You do it! It’s true and you know it! Be honest – it happens all the time. When was the last time you gave your prospect (or current client) all the information
Why Would You Educate Your Prospect to Buy From Your Competitor? Read More »
Have you ever felt like your ego was crumbling away as you followed up – relentlessly – on a deal that you thought would close weeks ago? You’re not alone. It sounds like this: “Just following up on the information we provided…” or “Call me at your convenience…” or “I wondered if you had time
Nothing in the pipeline? You’ll fall all over yourself to close the deal! Read More »
The #1 Sales Myth of All Time It’s December of 2012 & even though it hurts me to ask… I have to: Do you know companies that start to wind things down right about now? It’s the holidays & since not much happens during the holidays they might as well run on cruise control until
The rules have changed for Salespeople! Prospects are more educated than they have ever been before. Companies are under more pressure to cut costs than they ever were before. Companies have more over- seas options than they ever had before. Competition is tougher than it has ever been before. What’s it all mean? It means
The rules have changed in sales Read More »
How many times have you left a sales appointment… walked to your car in the parking lot… & thought to yourself, “What the hell just happened in there?” What are the chances that your prospect is also thinking, “What just happened – and what do we do know?”
Sales is nothing more than setting expectations Read More »
There! I said it. Owners of Companies, Presidents, VPs of Sales & Sales Managers … HEAR THIS… You can’t Motivate Anyone! C A N ‘ T. Stop trying to motivate your sales people – doesn’t work. It’s no use. Salespeople have to want it for themselves. You can’t give it to them, no matter how hard
Motivation Does Not Work! Read More »