by chris | Jul 10, 2013 | Sales Process, Sales Prospecting
Too many times we overthink what would be a really good question to ask when oftentimes the best questions to ask are the simplest ones. Think about these questions, Why? How Come? Can you explain more? Each one is simple and yet designed to do one thing get the...
by chris | Jun 1, 2013 | Sales Motivation, Sales Process
Sure, we’ve all heard that salespeople need to focus on “benefits,” not “features.” But if you really want to succeed in sales, you better focus instead on your customer’s outcomes. When you do this, you will be able to close...
by chris | May 11, 2013 | Sales Leadership, Sales Motivation, Sales Process
Certain words may seem like no big deal, but in a selling situation, you can cause damage with… “To tell you the truth…” “Honestly…” “Seriously…” If you are using these words and phrases to set things up,...
by chris | Mar 2, 2013 | Sales Leadership, Sales Process
How’s your attitude? I am amazed by the number of salespeople I meet who are not getting the results they could be getting if they would simply improve their attitude. In my opinion, attitude will always be more important than skill. Sales skills and processes...
by chris | Jan 12, 2013 | Profit Maximizing Price, Sales Process
If you are like a lot of salespeople, the thought of working with buyers and purchasing departments may be one of the most frustrating parts of your job. I want you to know that it doesn’t have to be this way. Once you understand how buyers think, you will see...
