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Selling successfully requires the confidence of believing in your ability to create value for your dream clients. But it doesn’t mean you should disrespect your competition by underestimating them. If you would beat them, show them the respect that they deserve Read More

Sales managers, are you hiring salespeople? Here's my advice: Don't Settle.

Sales managers get in a bind and hire salespeople who don't help them meet their business goals. Here's where some long term strategy will trump short term needs Read More

Buyers are not fooled. They find these lame attempts at rapport-building gratuitous and insincere. Over time, they become numb to rapport-building efforts. If you want people to buy you, forget about rapport. Remove the word from your vocabulary. Instead, focus on.. Read More

Customers remember the things you messed up all by themselves. It’s your job to highlight the times you went “above and beyond” for them Read More

Sales reps often provide references based on the size of the client and how much their client likes them. Both are good choices, but there are other equally valid reasons to choose other clients for references. To make them effective, they need to know why you chose them and how they are supposed to help you sell Read More

Having the pipeline filled with the right things in the right proportions will give you choices should you encounter a challenging prospect. If you have a thin pipeline, few opportunities, less than was your conversion rate suggests you should have you will have choice and options removed from your control Read More

I’ll never forget my grandfather’s reaction just after I graduated from college when I told him I had gotten a job with IBM. He was thrilled! Thrilled and impressed that I had be able to land such a fabulous entry level job. Then he asked, “Doing what?” My answer literally devastated him. “Sales? You mean you couldn’t get a real job? Read More

Doing a great diagnosis at the beginning of the sales process enables a better solution and a more focused presentation. But to make sure both meet your dream client’s needs, you need to discover the cause of their dissatisfaction and not simply the presenting problem Read More

This isn’t the first time you’ve read about The Universal Language of Business on this blog. Doesn’t matter what they sell or what their SIC code is, ALL of your customers are in the money-making business. All sales reps must therefore learn how to communicate effectively using Finance, the universal language Read More

Buzzwords and marketing lingo do not mean you are qualified. When you call a potential buyer, reduce the talk time and noise by introducing what you have and whom you’ve worked with, just like you would on a resume Read More