by chris | Apr 30, 2015 | Sales Leadership, Sales Process
Recently I found myself talking with a salesperson who was actively engaged in trying to sell me. I was a motivated buyer and the salesperson was motivated to sell. Problem was the salesperson was too motivated to sell, and in so doing, was giving me way too...
by chris | Dec 27, 2014 | Sales Motivation
Have you listened to your sales presentation lately? Does it sound like a lecture? I meet so many salespeople who come across more as a professor giving a lecture rather than an advocate offering customers solutions. It’s better to have a conversation...
by chris | Dec 26, 2013 | Sales Leadership, Sales Process
Just a few more items to go on our list of 14 things great salespeople do that average salespeople only think about. Today we come to #13: Great salespeople don’t rely upon a canned presentation. For that matter they don’t like presentations, because they...
by chris | Sep 26, 2013 | Sales Motivation, Sales Process, Sales Prospecting
I recently watched a very capable salesperson get completely flustered because the sales materials he had weren’t in the order he wanted them. He opened the sales meeting beautifully and then began walking the customers through the materials. At that very point...
by chris | Aug 5, 2013 | Sales Motivation, Sales Process
Do you really think your customer wants to sit through your boring sales presentation? Who are you kidding? What they want is a discussion. They want to know why it would make sense for them to buy from you. If a customer wanted to hear a presentation, they could go...