Do you own a retail store or work for a retail location? Have you ever thought about going on line and broadening your sales reach? It’s not that tough, here’s an article on how to Read More
I know, I know, we use way too many sports metaphors to talk about selling. But we really can learn a lot by watching high performing athletes in some of the most important sports events.This past weekend was packed with some of my favorite sports, the finals at Wimbledon, the World Cup, the start of the Tour de France, and toss in a few nice golf tournaments. Watching them provoked some thoughts Read More
Over the past few days, I’ve been participating in a loss review with one of my clients. It was a painful loss, it was a major opportunity, with a prestigious customer. The winner would lock up the business for the foreseeable future. My client had been pursuing this opportunity for over a year. The sale was for a relatively complex piece of capital equipment. The support teams had done many demonstrations and tests, they had made modifications to the base software to support customer requirements. Through the entire process, they were neck to neck with the competition. In the end, they were even slightly lower priced. Read More
Five basic personal weaknesses and how to turn them around in order to be an effective sales person Read More
A few days ago, I started a discussion with “What Are The 3 Characteristics That Set Great Sales People Apart?” followed by “How Important Are ‘Techniques’ To Sales?” I hadn’t meant to turn this into a series (or saga), but the discussion has been very interesting. For me, it has been a bit of a journey of discovery. I’ve always had an aversion to what I call “techniques” — those 68 closing techniques, the persuasion technique and so forth. Read More
Your clients are probably using your product in ways that you don’t know about. Why not find out how and potentially open up a new market. Read More
Geoffrey James wrote an interesting article at BNET, Sales Goals vs. Sales Process: Which Is Most Important? Frankly, the question confuses me, it assumes that sales goals and sales process are mutually exclusive. Geoffrey seems conflicted, as well. Later, using the example of an Olympic athlete, he states, “For the Olympic athlete, the process leads naturally and progressively towards the goal. Read More
Do you sell an expensive item? Do you realize that you can probably sell more by breaking your price into several payments? Read more here Read More
The other day, I wrote a piece, What Are The 3 Characteristics That Set Great Sales People Apart? It stimulated quite a reaction as people started suggesting their ideas. I was surprised by the focus of a number of people on the “right techniques.” These comments started to make me wonder about my own belief system and biases Read More
Making your clients faster, less expensive and better are all goals that you should be striving for. Think about how you can do this with your product or service and you will be miles ahead of your competition Read More
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Share your small business tips with the community!
Share your small business tips with the community!
Share your small business tips with the community!
Share your small business tips with the community!