Training Education
What is the telltale sign of negotiation? No loyalty!
Salespeople tell me that, these days, “price” is all that matters. What do you think? Me? I think price doesn’t matter,
February 20, 2020
Salespeople tell me that, these days, “price” is all that matters. What do you think? Me? I think price doesn’t matter,
For some reason, over the past 60 days, the word “objection” has been the prime topic of my email buzz
“I need more sales. I need more sales,” you say. Welcome to the club. Everyone needs more sales. “No, no,
What’s the difference between a traditional customer and a customer as a partner? About five times the business. “Partnerships are
The newspaper headlines read, “Inquiry Sought into Sales Practices.” Uh oh. Sounds guilty to me. But as is usually the
Is your sales income what it should be? Want to double it? Take 30 minutes and read something about The
Two true stories from the travels of a weary sales trainer. I flew to Hawaii last spring. First time. Seven
Here are a few questions to get your social sales juices flowing: Why are big companies interested in big data?
When you walk into someone’s place of business to shop or buy something, what are you expecting? Most people (you
Is there a best way to follow-up? No. Why do people quit too soon? Big question. Why do you quit
“How to listen” lessons were never offered as part of any formal education. It’s amazing… the skills we need the
It’s interesting to me that at the end of the year, people are always interested in your biggest success, or
Value is perhaps the most elusive word in sales. Everyone will tell you how important it is, very few can
“Call me after the holidays” is the second most-heard objection in sales. (First being, “Your price is too high.” Third
It’s Thanksgiving! It’s the coolest holiday of the year to me. I love Thanksgiving. Food, family, you name it. It’s
I met a guy on the plane who was an area director for a major shoe store chain. “Suppose I
Cold calling is one of the most difficult parts of selling. To be successful at the science of cold calling
Press one if you want to leave a message. Press two if you don’t think your call will ever be returned. Press
Pat me on the head and tell me to go away. That’s the real meaning of call me in six
The customer says, “I object!” or does he? Is it the true objection, a stall, or a lie? Euphemistically called