Habits and Self-Image

Habits and Self-Image

Question and Answer Q. My sales people all acknowledge the wisdom of spending more time in their high potential accounts, but they don’t do it. How can I get them to actually do what they know is the right strategy? A. You are up against a problem that goes back to...
5 Ways to See a Prospect

5 Ways to See a Prospect

Question and Answer: Dave, I’ve tried for months to see a prospect account, but can’t get them to return my calls. When is it best to just give up? There is a question we have all asked at one time or another.  As usual, there is no simple answer.  Let’s explore this....

Think a Lot!

Salespeople are overwhelmed with too much to do and not enough time in which to do it.  Something must change.  The best way to take control of your time is to change the way you think and the amount of time you spend thinking. In this post, we share three...
I’m too busy to …

I’m too busy to …

How many times have you said that?  It’s a very common response to almost every request.  Unthinkingly, rather than think about the request, we default to blaming our busy schedule. I can understand.  You are not alone.  Almost every businessperson today has too much...
Q&A for Salespeople:  When to Give Up?

Q&A for Salespeople: When to Give Up?

Question: How long should you try to get into an account that will not allow you to set a first appointment? Answer: Here’s the simple answer to your question:  As long as the potential appears worth it, and you have no more promising accounts on which to call. Let me...