Is Integrity a Sales Strategy?

I believe that there are certainly practices in the business world where morality perfectly coincides with wise business.  Integrity is one such practice.  It is both good business as well as good morals. Here’s why… You may also want to listen...

Q & A on “Low Price”

Customers asking about a ‘lower price’ is a universal headache for B2B salespeople.  In this session, I respond to four specific questions on that theme. Gain some insights and ideas you may never have had before.  You may also want to listen...

A Passion for Sales

One of my clients recently mentioned to me that, when hiring prospective sales people, he looks for a “passion for sales” in their personality.  The idea struck me.  I had never really thought in those terms before.  What is a ‘passion...

Are we becoming afraid to think?

I’m afraid for the future of our country. I’m afraid because I believe that the discipline of thinking before we act – in every circumstance and level of society — is rapidly disappearing.  In its place, we are witnessing a whole host of...

Two Powerful Rules to Closing the Sale

Whenever I ask salespeople to rate themselves on their competence at all the different parts of the sales process, they invariably rate themselves low at closing the sale.  Unfortunately, salespeople who don’t close consistently waste a lot of their time,...

What should I read to improve as a salesperson?

This is a response to a salesperson who asked my recommendation for what to read and listen to in order to improve his/her performance.  Way beyond that, you’ll gain a greater understanding of how to improve as a salesperson, and acquire one question that...