There is always something new you can learn about your customers. And this is true whether they are new customers or long-term accounts. If you pay close attention, you will see that there are often dramatic changes in customers’ industries or companies. And unless you pay attention to the details of such changes, you may [...]
I spend a lot of time talking about the problems of discounting your price. There is another problem — possibly an even bigger problem — causing you to lose money. It’s pride. If you want to be a salesperson who not only commands higher profits, but also has more satisfied customers, you have to become [...]
Do you truly listen to your customers? Could you do better? The reason I ask is because it seems that listening is a skill that is emphasized as important, but unfortunately is not actually put into practice — at least to the extent it could be. And if you aren’t really listening to your customer, [...]
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 [...]
For Guest Post Monday, we are fortunate to have renowned speaker and author Brian Tracy talking about a skill that is absolutely essential for any salesperson who wants to excel (that’s you, right?!) Read on for specific insights that will help your career.