Salespeople hate to admit defeat. Admitting defeat is not in the mindset of many salespeople, but sometimes you just need to raise the “white flag” and admit defeat. I’m not saying to walk away from a customer.  What I’m saying is raise the white flag when you’re on your next sales call. Let the customer [...]

Dead horses are just that. Dead. So quit trying to convince them to buy. Sounds simple, but too often salespeople spend far too much time trying to do just that.  The reason is simple. Dead horses don’t object. They will sit through the entire sales presentation and rarely object. That right there should be a [...]

You wake up knowing today is the day when you’re going to have one of those amazing sales calls. Your sales motivation is up because this is the call you know can make or break your quarterly bonus, place you on the annual sales incentive trip and even secure your future in the company. You’ve [...]

Guest post Monday brings us insight from Kelley Robertson of Fearless Selling. He digs deeper into the matter of price vs. value and hits on points all salespeople could use to further refine their sales motivation and selling processes. Many people — salespeople, buyers and consumers — confuse price with value and use the words interchangeably. [...]

If you are wondering what drives a CEO’s decision to buy, I can guarantee you it is expectation, not price. I should really be saying something like, “Why CEOs don’t buy anything.” That is the real tip. You see, CEOs don’t buy — they only invest. In fact, that is what all companies do. They [...]