Archive for the ‘Selling Skills’ Category
Thoughtful Thursdays – Worried about implementing a price increase?
One of the least favourite tasks sales representatives have to perform is to tell their customers that their prices are increasing. It is right up there with collecting overdue payments and completing sales call reports. After all, friends wouldn’t do that… Read More
Thoughtful Thursdays – Working with the prospect who appears not ready to buy
What do you do when a prospect is not ready to buy? One thought is that they might be more ready than you think. Do you know for sure they are not ready? Let’s assume… Read More
Thoughtful Thursdays – Working with customers who make you want to tear your hair out
We all encounter this customer sooner or later. These are the ones who make you want to tear your hair out. There are many ways to test your patience and todays thought is about working with this customer. No… Read More
Thoughtful Thursdays – Is your sales cycle too long?
I believe all sales professionals would like to shorten their typical sales cycle. Imagine achieving an incremental close increase within the same measurable time span. What would that do for your bottom line? Today’s thought is about ways to… Read More
Thoughtful Thursdays – Finding the right person to speak to
A sales issue that frequently comes up with people new to sales is finding the right person to talk to. Being able to identifying the right person is a sales skill that develops over a period of time… Read More