Series: Sales Trends

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

Q.  Help!  I’m so frustrated.  I just attended a “sales training” program that never addressed the real issues that I

Excerpted with permission of the publisher, from the book Take Your Sales Performance Up a Notch, Copyright 2003, by Dave

How do I sell to an account that is firmly in the hands of a competitor? In one form or

Q. My boss recently decided that we must call prospects once every hour, every day, until we get a yes

His eyes were narrow and bloodshot from staying out late and partying too heavily the previous night.  A two-day old

Q. I’ve heard you mention several times the importance of prioritizing and targeting customers. Can you shed some more light

Q. What do we do when a customer wants to spread the business between several vendors, even though I know

Here’s one of the foundational principles for sales success: You’ll always be more effective if you think about what you

There is not a salesperson in existence who hasn’t repeatedly heard of the need to “close the sale.”  Every new

Q.  Dave, I’ve tried for months to see a prospect account, but can’t get them to return my calls.  When

“My customers seem to have less time available for me than before.  They are harder to see, and when I

Q.  What is the best and ideal number of visits to be done on a current customer on a regular

More than any other type of sales, distribution sales people must be good at relationship building. You see your customers

Q.  How can we get inside sales to do some proactive sales activities each day?  We expect our inside salespeople

A. In about one out of every two seminars that I do, I hear this question. It springs from a

Q.  How would you suggest I respond when a customer gets abusive and uses profanity with me? A.  That’s a

This is one of those pieces of conventional wisdom that no one seems to question: “It’s good to be passionate

What sets the exceptional professional apart from the average? Regardless of what the profession, from sales to psychiatry, the exceptional