I bet right now you are carrying around a wallet or purse that contains your credit cards, debit cards, and/or cash. I know why you carry that stuff around all the time…it is because you like to buy stuff. Buying things can be very emotionally satisfying, unless a salesperson gets... more
The last words a salesperson wants to hear are “I need to think this over,” or “I think I will sleep on this,” or “Send me some references,” etc. These stalls from prospects are all... more
It is time to stop begging for business. Stop running around doing everything the prospect asks you, giving them every ounce of knowledge you have, sending thank you cards and trinkets because you think all... more
Multiple sources suggest that the number one need in business is finding good salespeople. This shouldn’t be a difficult task. I mean, if you want an engineer, hire someone with an engineering degree. If you... more
I find it interesting that when you ask people to describe a typical salesperson, the words we get are usually not very flattering. Pushy, dishonest, slick, arrogant are words likely to be found on the... more
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