If you are quick to label a customer “stupid,” a stupid salesperson is usually close by. And their sales motivation is probably in the tank. What makes a salesperson think a customer is stupid?  More often than not, it’s because the salesperson chooses to believe the customer is stupid. And why would a salesperson think [...]

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 [...]

If you want to maximize your results and your sales motivation, you probably need to minimize your goals. I’ve watched far too many salespeople become so fixated on trying to make their goals that they fail to see opportunities when they appear. It’s as if they’ve got “goal paralysis” —  a disease where the salesperson [...]

Your web presence is important. One of the ways to make the most of it is to make the most of your Google Profile and Google+. Google Profile is nothing new. It’s been around for years.  However, Google+ is a new networking site, and unless you’ve been sleeping under a rock or merely watching the [...]

Last week, I shared how important it is to write out your questions before you meet with your customer.

Equally important is what happens AFTER your meeting.

Immediately after your meeting (as you sit in your car or back at your office), write down 3-4 questions you will ask this customer NEXT time you meet.