by chris | Oct 12, 2012 | Sales Leadership, Sales Mindset, Sales Motivation, Sales Process, Sales Prospecting
Whether you are a salesperson or a sales manager, have you ever been involved in a big sales kickoff or training event — only to have the enthusiasm and results quickly disappear shortly thereafter? This is a common problem! But the good news is that it...
by chris | Oct 3, 2012 | Sales Leadership
You might as well play the lottery if you think this is going to payout for you. This is especially true if it’s you, the salesperson, who has offered the idea up to send the prospect some information. Although you might think you’ve done a good job, what...
by chris | Sep 7, 2012 | Sales Process, Sales Prospecting
There are some words we say without even thinking about them. Those could be the exact words, though, that are sending the wrong message to your customer or prospect. Check out my below video to see what I mean, and then give me your reaction in the comment section!...
by chris | Aug 29, 2012 | Sales Motivation, Sales Process, Sales Prospecting
Timing, emotion and personality still play a big role in B2B selling situations, yet too many salespeople leave them out. The reason they leave them out is they feel the customer is all business and they’re dealing with them either via email or some sort of a...
by chris | Jul 12, 2012 | Profit Maximizing Price, Sales Process
One of the best examples I’ve found when trying to see the difference between product features and customer benefits is to think of it in terms of music. When I purchase music, I couldn’t care less how the music was made, the types of instruments used or...
