Do You Have Your Own Style of Selling?

Many salespeople harbor a set of beliefs that hinder their performance.  These often sound reasonable and are held onto without question.  Looking a bit closer at them uncovers how they limit a salesperson’s performance. One of the most harmful of...

Take Back Your Life

Remember the television commercial of the salesperson driving down the expressway with a cell phone balanced on his shoulder, a cup of coffee in one hand, and a laptop computer teetering on the dashboard? The voice in the background says, “You know he’s...

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...