A huge problem salespeople struggle with is asking questions — not only asking the customer questions, but making sure the questions are actually relevant to the customer. The best way to correct this situation is by using what I call the STOP questioning...
It’s a new year! Congratulations on the opportunity to make it happen for your customers. Don’t waste it getting ready. Don’t waste it laying out strategies and goals for the year. Don’t waste it organizing the office. It’s January 2,...
You’ve never made a mistake. Every sales call you’ve made has always been perfect, so this is not for you, but I will ask you to read it anyway. Reason is simple: You probably know someone who is not as perfect as you and, therefore, needs to know this....
Regardless of how you felt your last sales call went, there are a few things your customer just called me about and asked me to share with you. The customer said there’s no need to say “thanks,” but they do want you to adhere to these things the next...
First off, let’s get this straight. Email is neither the primary way to make sales nor the best way. Treat email as one of the tools you have to communicate with a prospect/customer. Too many salespeople think they can use email exclusively to generate sales. ...
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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