We all want to think we’re smart. And in reality, we are pretty smart, especially about what we sell.  Problem is that many times, our own smarts wind up doing some pretty stupid stuff. Case in point is when the customer with whom we are dealing seems to be a little confused and possibly appears [...]

Yes, this might sound harsh, but hear me out. Your customers aren’t looking to buy your weaknesses, so why should you focus on them?  Don’t! I’m not saying to misrepresent yourself and what you sell if your customer does ask about a weakness.  What I’m saying is keep your focus on your strengths. This might [...]

We’ve all had sales calls that simply stall out. We’re just not successful in getting the close we want. Here are 4 Sales Closing Techniques you can use: 1. Get the customer to agree on the timeframe for something. One way to find out how serious the customer is about making a purchase is by [...]

Companies don’t buy anything. They only invest. This is a basic rule of selling in a B2B environment. However, this does not mean B2B sales do not also have a big element of what I call “B2P” impact. My definition of B2P is “business to politics.” It refers to the impact various people can have [...]

We’ve all seen list after list of things we need to do to increase our sales in 2012. Here is my list of 7 things salespeople should NOT do: 1. Complain about marketing, insisting they are the reason you have not been able to close more sales. You think it’s effective to spend your time [...]