The Value-added Sales Call

We all know it — customers have less time to see salespeople today than ever before.  They have too much to do and not enough time in which to do it.  That makes the job of the field sales person much more difficult.  That’s why the...

How to Sell Commodities

How do you sell when the competition has exactly the same product?  Are you reduced to being the low price?  Unfortunately, many sales people have never thought deeply about how to effectively sell commodities, and resort to discounting.  Here’s a...