Thoughtful Thursdays – What makes a good question?
Asking the right questions can make the difference in qualifying a prospect, assessing needs and closing a sale. Selling is helping to be sure, but it is difficult to help without having the correct information…. Read More
Thoughtful Thursdays – Please follow up
It is disappointing to lose a sale after using all resources at hand and doing everything possible to get the business. Not getting the business because of poor follow up is not excusable. One of… Read More
Thoughtful Thursdays – Remind yourself
Over a period of time we establish a sales process that eventually becomes second nature. This is your sales style or brand. If you are starting out in a sales career, you are developing your… Read More
Thoughtful Thursdays – The cyclical nature of sales
Most things wear out or get used up and require replacement or replenishment at some point in time. As buyers we keep our eyes open for sales or specials as products reach the point of… Read More
Thoughtful Thursdays – Value is not a fad
For as long as there has been competition, sales professionals have sought their unique selling point or sales proposition and it is music to my ears when I hear that sales training organizations continue to… Read More