How many times in the last 18 to 24 months have you been involved in an opportunity (a pretty good one), just like the last few with that customer. You got the call or the email from the customer about the project (the Binford 5,000 Project). You met with your contact(s), qualified the opportunity as […]
If You Don’t Know Your Prospect’s/Customer’s Process, Good Luck! Read More »
The best thing about a superstar salesperson? Her competitive spirit. She loves to win. But, more importantly, she hates to lose. Can’t stand it! We love competitiveness. A top 3 quality for sales studs & studettes. Show us somebody that abhors losing a game of cards, a game of racquetball, a game of corn-hole (or a
4 Signs You’re Taking Short-cuts in Sales Read More »
If someone told you your job was to call or email people who you don’t know… that didn’t want to talk to you … about something they didn’t want to buy … how quickly would you sign up? Nobody would be dumb enough to sign up for that. It’s ridiculous. Most would rather poke their
I HATE Prospecting! 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 »