Summer is upon us, and with that, salespeople’s focus begins to wander. I always feel if my competition wants to slack off during the summer, I am more than happy to pick up their customers. While some salespeople do cut back during the summer, it also can be  the customers who start canceling appointments. Here [...]

We’ve all said at one time or another under our breath while walking out of a customer’s office, “Stupid customer. They just don’t get it.” I’d say there have been many a gathering of salespeople where the sole topic discussed is the stupidity of customers. I hate to say it, but there are more than [...]

What parts of your sales process are you still using that your customer couldn’t care less about? Below are 6 questions you must ask yourself about your selling process: 1.  What percentage of my customers have done research on the internet before meeting with me? At what point during the sales process are they doing [...]