Learning about the Competition

As salespeople, we love to complain about the competition.  Unfortunately, complaining doesn’t do us any good.  A better approach is to create a system to learn about the competition.  Knowledge of the competition — not only their strengths...

Is it the low price, or the high risk?

“Low price, low price, low price.”  It’s the mantra that sales people in every industry segment are hearing more these days than ever before.  But, is low price the motivating factor in a customer’s decision to buy? Here’s a...

Questions from Salespeople: Dealing with Prospects

Dealing with prospects is one of the most daunting and frustrating parts of the salesperson’s job. In this podcast, I respond to two questions from salespeople about key aspects of this difficult task.  You’ll gain some ideas you can use today. Check...

Three techniques to listen better

I recently came across some research that confirmed what many of us in the profession of educating sales people have known for years: That purchasers would be “much more likely” to buy from a sales person if that sales person would just...