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...

The Role of Accountability in Personal Growth

I call it the ‘gap between idea and action,’ and it is one of the largest chasms in the road hindering our path to personal and organizational improvement. The gap between idea  and action describes the ubiquitous phenomenon that we, all of us, have...

Introduction to Key Account Selling

Sooner or later, almost every professional B2B sales person comes to grips with the challenges of penetrating key accounts.  Key accounts are different than the ordinary, and require some more sophisticated skills and strategies.  Yet, they hold the secret...

Is This the Greatest Success Principle?

Our actions follow our attitudes.  The relationship between actions and attitudes is so close, that the two go hand-in-hand, and our actions can be seen as outward expressions of our attitudes. While it is easy to connect the two in this example, the principle...

Everything Must Go Through Me

It’s a common mindset.  The field salesperson wants every communication with the customer to go through him/her.  However, that idea costs both the company and the sale person dearly and frustrates the customers.  It is an insidious hindrance to...

Tricky Customer Issues

Here are two questions about tricky customer issues that I respond to in this podcast:  If you dropped the ball with a customer, how can you redeem their trust again? How do you know how far to push a sale without overstepping your bounds and threatening the sale...