 |
 |
 |
 |
 |
I’ve watched too many sales negotiations be nothing more than an exercise in futility for one simple reason. The salesperson entering the negotiation was ready to concede anything to get the sale. If you think this isn’t you, that’s fine. You’re entitled to your belief, but I’ll bet my description does actually fit you. Why? [...]
It’s not quite as thought provoking as the proverbial question — “What came first, the chicken or the egg?” But the question I pose in the headline does indeed have a lot of implications for those of us in sales. There are many who believe the key is to make your offering so clear that [...]
My telephone rang the other day, and on the other end was a voice telling me how I was at risk for something. The problem is that what the person was claiming was a “risk” for me was something I couldn’t care less about. Just another stupid telephone sales tactic that has not worked in [...]
Well, maybe all of you haven’t made this mistake. I know plenty of salespeople who have made it, though. What is it? The mistake of not being thorough in your on-line presence. I realize some people are nervous about intentionally putting information on the internet about themselves. The reality is, though, that many potential buyers [...]
Every few months, it seems there is news of another failure of credibility by somebody in business. Most recently it has been the resignation of the Yahoo CEO, Scott Thompson. What’s amazing is how and why it occurred. Call it hubris, or just plain stupidity — either way, it was a failure of individual responsibility. [...]
 |
 |
  |  |
