by chris | Feb 17, 2016 | Sales Leadership
Every few months, there is a new article released that claims salespeople are doomed, due to the idea that the internet can more effectively do what any salesperson can do. I don’t buy that. I think the salesperson is not destined to become a relic, as long as...
by chris | Nov 11, 2015 | Sales Leadership, Sales Process
It’s not my nature to be negative, but sometimes the best ways to point things out is by expressing it in a negative manner. Here are 10 mistakes salespeople make (hopefully you will see why you can’t afford to make even one of them!) 1. Failing to gain a...
by chris | Jun 20, 2015 | Sales Process
Great salespeople are keenly aware of the customer’s expectations and desired outcomes. Customer service can’t simply be something we give lip service to. It must be a core value if we ever hope to succeed at the highest levels. I have...
by chris | Jun 4, 2015 | Sales Process
It’s easy for people believe they offer customer service. It’s another thing to do it. Challenge is customer service is a moving target. What it means to one person may not mean anything to another person. The hospitality industry is built around customer...
by chris | Apr 11, 2015 | Sales Process, Sales Prospecting
Your customer’s desired outcomes! THAT is where your focus needs to be. And THAT is how you are able to sell at full price. Too many salespeople miss out on greater success because they are too wrapped up in their product’s...
