Archive for the ‘Sales’ Category
Thoughtful Thursdays – What do you do about declining sales?
Todays thought is about making a habit of maintaining and growing your prospect list. No sales person is immune from experiencing the feeling of declining sales. Sooner or later it happens to all of us. One way to minimize… Read More
Thoughtful Thursdays – More about why people buy from people they like
During every group sales training session I deliver I ask participants to recall a purchase they have made where there was an opportunity to buy from more than one sales person. All things being equal, people buy… Read More
Thoughtful Thursdays – What doesn’t your competition like to do?
In order to differentiate themselves from their competitors, a suggestion I offer my clients is to make a habit of doing what their competitors do not like to do. The other day I was asked how does one… Read More
Thoughtful Thursdays – What are you really selling?
Do you ever think about what you are selling? When I ask my clients what they are selling the answer invariably involves a description of the products and services that they are offering. This is a good response… Read More
Thoughtful Thursdays – Getting past the gatekeeper
When a sales person tells me they are having trouble getting past the gatekeeper, the topic of conversation inevitably shifts to pre-call planning and preparation. Today’s thought is about changing “getting past the gatekeeper” to “working… Read More