This question ranks right up there with: which came first, the chicken or the egg? Prospecting has many components. It’s no different than a great recipe with a certain mix of seasonings that makes it taste exceptional. If you add the seasoning at the wrong...
Yesterday I received 2 voicemails and at least 4 emails that were nothing but, “Hey look at me! I’m awesome and that’s the reason you need to buy from me!” Hmm, I didn’t care one bit about how good they were. I did the most...
When asked this question, most salespeople respond by saying they use a “push” sales strategy. They say this based on how they view a typical sales call being one where the salesperson is convincing or showing the customer all of the features and benefits...
How effective are the marketing materials you receive? If you’re like the typical salesperson, you get more marketing information than you could ever begin to use. In fact, little of it is actually worth using. It’s time marketing departments wake up and...
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...
A Mind for Sales: for salespeople feeling stressed out, burned out, and bummed out. If you’re a sales professional, this book is written just for you. Get your mind right and close more deals with this new business development book.
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