Abusive Customers & Negative Situations

Abusive customers are not fun. They’re stressful, and they make you feel like crap. I’ve been on the receiving end of verbal abuse several times in my career, and it’s never pleasant. “The Customer Is Always Right” is a nice saying that...

Your Most Powerful Sales Call

The most powerful sales call you can make is the one that goes on after the sale. In this podcast, we’ll cover how to use your customer’s satisfaction with their purchase as a way to create future opportunities for yourself and your company. We’ll...
B2B Sales Myths: Great Relationships

B2B Sales Myths: Great Relationships

The world is full of B2B  salespeople who claim, quite proudly, to have great relationships with their customers.  If that were true, it really would be great. But unfortunately, “great relationships” is too often a veil that salespeople hide behind to keep from...
Ten Commandments of an Ethical Salesperson

Ten Commandments of an Ethical Salesperson

Here are ten commandments that sales professionals should follow to ensure they follow ethical sales practices. 1. Ethical salespeople don’t intentionally misrepresent anything. Never, never, never lie to a customer.  About anything.  Ever.  Period. 2. Fix any...
Advice for Salespeople in This Economy

Advice for Salespeople in This Economy

Q.  Any advice for a salesperson in this economy?  It seems like almost every customer is saying that they are cutting back and delaying spending.  How can I get them to loosen the purse strings and buy? A.  Great question.  I’m sure this change in the economy and...

Betrayed! A Q & A for Salespeople

What happens when you spend a great deal of time and effort creating a big proposal for a prospect, and discover that they gave it to their current vendor to match?  Have you been betrayed, or is there some other explanation?  In any case, what do you do?...

Can Selling be as Simple as This?

Selling is at the same time both simple and incredibly challenging. It is simple in that almost every adult of reasonable intelligence, who has just a modicum of people skills, can understand it and do it.  It is incredibly challenging in that to become...