Q & A for Salespeople:  Money owed (QA-S-9)

Q & A for Salespeople: Money owed (QA-S-9)

Question: How do you deal with a difficult customer who owes you money and constantly draws you out by hanging the money he owes you over your head? This customer also requires three times more service than most of our other customers. Answer: It sounds like this...
Planning for exceptional performance (S-24)

Planning for exceptional performance (S-24)

Planning is one of the foundational principles for sales success: You’ll always be more effective if you think about what you do before you do it. Can you imagine a football team not creating a game plan or not practicing before the big game?  Can you imagine a...
Taking Your Sales Performance Up-a-Notch (S-17)

Taking Your Sales Performance Up-a-Notch (S-17)

“Selling is more difficult now that it was just a couple of years ago.”  Most of the participants in my sales seminars nod solemnly when I make that statement.  And then they begin to fidget in their seats when I follow that up with this:  “And it will be more...
Five Ways to Prevent the Price Objection (S-49)

Five Ways to Prevent the Price Objection (S-49)

“Your price is too high!”  The infamous price objection.  Wouldn’t sales be a great profession if we could somehow wipe it out and never hear it again? Unfortunately, that will never happen.  Too many of the people with whom we deal are paid to get the best deal they...