by chris | Jan 8, 2015 | Sales Process
Sitting in the Admiral’s Club in Raleigh the other day, I couldn’t help but overhear a conversation the person next to me was having on the telephone. The person talking to another person on the phone was shocked to hear Mario Cuomo had died. Excuse me, but it...
by chris | Jan 24, 2014 | Profit Maximizing Price, Sales Process
Salespeople love to think they’re smart. We like to think we’re so good at our profession that we have the ability to know what the customer is looking for even before they ask. Let’s fact it — we all think we have that “sales...
by chris | Apr 17, 2013 | Sales Leadership
Why should they? Quit talking about what you have and start talking about what they want. We show up at a sales call with pretty pictures, a list of facts and other stuff the customer couldn’t care less about. This is not to say this type of information is not...
by chris | Mar 28, 2013 | Sales Leadership
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...
by chris | Feb 6, 2013 | Sales Process
Many customers will never believe you until you show them the numbers. Just because you know them in your head doesn’t excuse you from having them on a chart or spreadsheet. If you’re like me, numbers are great, but there’s no need to show me the...