Archive for the ‘Thoughtful Thursdays’ Category
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 – How were your 1Q 2014 sales?
The more people I talk with, the faster time seems to pass by. The end of this week will mark the close of the calendar first quarter of 2014. Twenty-five percent of the year will… 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 – Is your competitive advantage still a competitive advantage?
Last week’s thought was about reviewing the tools in your sales kit and the importance of keeping then up to date. One of the most important sales tools in your sales kit is competitive advantage. So… Read More