Series: Sales Trends

A couple of weekends ago I was in Chicago for a brief baseball weekend with some friends. On a Tuesday morning we

I know. That headline piqued my curiosity too. Actually the one I saw atop a newspaper article was “5 Spiritual

While pouring myself a cup of coffee in the break room of a company where I was doing some onsite

I enjoy election season. Both for the entertainment value, and the sales lessons. An interesting topic has bubbled to the

I was looking at a couple of pieces of office furniture from different dealers. One was more expensive than the

I was doing some research for a client training program and got a bit side-tracked when Googling.  (Who doesn’t?) I

“Hello Newman.”    “No soup for you!”    Double dipping.    “There was shrinkage!”   Man hands. If you instantly

Greetings! “That prospect is so dumb. We have a great product and he just doesn’t get it.” Ever heard or

Last week I covered how asking about budgets can actually—and often—lose sales.   However, there ARE situations where budget is

I had the opportunity to see the Rolling Stones kick off their US tour in San Diego a few months

I saw an article about how golf equipment sales reps visit the various pro golf tournaments every week and try

A training client emailed me with this scenario. Perhaps you’ve run into something similar. The rep, Kim, had a prospect, Karen,

I was up against the wall, with no options. Almost literally between a rock and a hard place. Here’s the

Q.  How much time should you expect from a customer for an appointment? A.   This is one of those many

Q.  In your seminar, you used the question “Anything else?” as one of your ‘really good sales questions’.  I see

Q.  We use the phone for keeping contact with many accounts.  I also use it for cold calling phone prospects. 

Most companies create and initiate an annual sales meeting where they bring all the sales people together – drink the

Q.  In your seminar, you used the question “Anything else?” as one of your ‘really good sales questions.’ I see

Every sales organization, and every sales process, begins with identifying a group of suspects. Suspects are people and organizations you