BizSugar.com › User › timrohrer › Voted

The author's experience during and after a sales call reminds him of lessons learned in church. Read More

We hear it all the time, “You have have to build value.” Ok— I get that— but how? Most people think that building value is dependent upon statements the sales person makes. Strategic word tracks and value based concepts are important coming from the seller, but what if we could get these value building ideas coming from the buyer... Read More

Not everyone can bring an unconventional view to sales, but for those who can think differently, see things differently, not only are there more rewards, but more fun executing the sale. Read More

The author warns about the pitfalls of panel presentations and how to avoid them. Read More

A happy life is all about the journey: friends old and new, school, jobs menial and important, family, activities, sports, hobbies, causes, contributions, travels, learning, experiencing, feeling, growing, challenging, committing, overcoming, enjoying, being Read More

Earlier in the week I mentioned that I have begun to solidify my view on whether or not a manager/leader should apologize. Although most responses overwhelmingly lean toward the affirmative, I think it is slightly more complicated than that... Read More

The author tells the story of a seller who wasn't bought by his best friend - the media buyer. Read More

The problem with "The Demo." Read More

Sometimes you just have to get creative in order to save some sales. Read More

If meets expectations isn't acceptable, then it shouldn't be “Meets”. Those goals should be “Requires” and an acceptable “Meets” expectations standard should be established. Of course that creates the quandary, If someone achieves the new accepted standard, Does that mean “Meets” expectations is good enough? Of course! I'll let you in on a secret. Read More