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 – Always be working on your game
Today’s thought is about working on your game. All people at the top of their game, no matter what that game is, work very hard to stay on top. They know that the competition is waiting for them… 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