Archive for the ‘Selling Skills’ Category
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 – 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
Thoughtful Thursdays – Voicemail
Today’s thought is concise and to the point. If a sales call is important enough to make in the first place, then it is important enough to leave a voice message. In other words, if… Read More
Thoughtful Thursdays – Do you use all your sales tools?
All sales professionals have any number of sales tools they can employ to satisfy their customer’s needs. Some are physical entities such as samples and point of sale displays. Other tools are in the form… Read More
Thoughtful Thursdays – The other price objection
Today’s thought is about the other price objection. Not every business will face this price objection, but it is worth discussing, especially if you submit price quotations and proposals. This objection may not be verbalized yet almost always… Read More