Keep Replaying the Sales Call – Sales Skills

To Keep Growing, Replay The Call – Every Time Most salespeople continue to make the same mistakes over and over, never recognizing their errors. Therefore, beyond a certain point, they never really get much better at what they do. How can you avoid that trap?...

Keep Selling Your Company – Sales Skills

“I didn’t know that!” If you hear those words from an existing customer who likes and trusts you but who just bought something from one of your competitors, you have no one but yourself to blame. It was you who blew the opportunity and left the door...

Selling With Leverage Questions – Selling Skills

Turn Up The Heat If he had a long enough lever and a place to put the fulcrum, the Greek mathematician Archimedes said, he could move the world. “Leverage questions” offer that kind of power to salespeople. These are open-ended questions designed to...

Make Influencers Your Best Friends

It would be funny if it weren’t so tragic: By going over, around, or through a middle manager or two, maybe alienating them in the process, a salesperson gets in to see the ultimate decision-maker (UDM). This is like finding the Holy Grail, the salesperson...