“My most important appointment is prospecting and I do it first up every day.” “I qualify all leads I generate and have an approach to handle those that aren’t ready…
I declare right up front that I am not, and never have been a fan of the Hard Sell. You have probably guessed that from all my previous posts. And…
In the world of sales there has always been the following advice for customers and for good reason: Buyer beware Read the fine print If it’s too good to be…
You don’t have to discount price to win good business and good customer relationships even in tough markets. I mentioned earlier this year my team and I are working on…
Everyone I am speaking to, at least, are aware they are working in a softening market. Some businesses of course are counter cyclical, meaning they can make money in these…
I awoke early this morning to the sound of gentle rain falling and found myself immediately praying for more. This prayer came automatically during one of the most tragic weeks…
I often get requests by sales mangers for negotiation skills training for their sales people when in fact upon further investigation their people usually need consultative selling skills…
The term ‘Relationship Selling’ is often bandied about by sales managers and sales people without properly defining what it really means.I often hear “We are in relationship selling”…
As markets tighten and market competition increases, it becomes increasingly difficult for companies to achieve product differentiation in their market place. As such, businesses will find it harder and harder…
Several years ago I read a great book called ‘Kids Are Worth It – Giving Your Child the Gift of Inner Discipline’ by Barbara Coloroso. This book has served me…
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