Think about how you sell and, more importantly, the value you as a salesperson bring to your customers? Could you be replaced by a website? I’m not trying to scare you, but it’s real. I’ve watched a lot of companies take the cost they’ve been paying salespeople and invest it in interactive websites and customer [...]

The title on your card says “sales.”  Your job description says “sales” and you’re part of the sales team. If that’s the case, then why are you acting like a customer service person? I’m not bashing customer service people. They play a key role in the sale process, but I believe strongly salespeople and customer [...]

Yes, you can discount your price as a way to close-out inventory or to get out of a particular business.  Nothing wrong with that, if it makes sense as a way to free up resources you can then use somewhere else. Before you race out with a discounted price to help you out of a [...]

It’s an issue that has been around for years and it isn’t going away anytime soon. The problem is the customer won’t pay more because the salesperson spends too much of their time convincing the customer they shouldn’t pay more. Yes, I believe salespeople work against themselves way too much and wind up encouraging the [...]

How much business do you get from customers after they’ve placed their initial order with you? When I was 16, I worked for McDonald’s and one of the first thing they taught me was to “incremental sell” each customer by recommending one additional item after they placed their order. I know that’s not a new [...]