Closing the Sale

There is not a salesperson in existence who hasn’t repeatedly heard of the need to “close the sale.”    That advice is incredibly overdone.  There is no one aspect of sales (at least in the B2B world) that undeservedly receives...

Why set goal?

Goal setting is one of the universal best practices for salespeople.  Yet, many salespeople don’t make it a part of their routines.  The first step toward rectifying that is to understand why goals are such an important part of a successful...

Make it easy to buy by reducing the risk

Sometimes it is so frustrating.  You know you have a better product than that which your prospect is currently using. Your price is attractive, your service is outstanding.  If the prospect would switch to your solution, you know they’d be...

Is it Them, or Is it Us?

In this rapidly changing economy, everyone is looking for a simple fix to dealing with the uncertainty of our economic environment. It seems like few are happy with their situations.  And all but a few point their fingers at the changing economy and vibrant...