Customers want solutions. They want outcomes. What they don’t want is to spend money on something that doesn’t deliver on what is expected.  You could put it another way — what customers want is confidence. In fact, I’ll go one step further in saying customers buy confidence. The confidence they’re looking for is in being [...]

I know it is very tempting to close early this coming Friday, but I encourage you to resist. It can be the perfect day to steal customers from your competitors — ethically, of course! This Friday is what I refer to as a “customer service, help me out” day.   Many companies and, in particular, [...]

Let’s get real. Even if you’re in sales and believe 100% in the sales profession (yes, I am one of them), we will still run across salespeople who are nothing but fakes. When I mean “fake” or “fraud,” I mean not only are they bad for the profession, but worse yet, they’re bad for their [...]

You just uncovered what you think is some amazing sales intelligence that will help you close a major sale with a customer you’ve longed to do business with. The sales intelligence came to you from a very credible source and you know you can leverage it. Have you ever been in this situation, only to [...]

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 [...]