Here’s my Sales Thought for the Week… Chasing prospects doesn’t help you catch them. Chasing prospects just makes them back off or run away. Chasing behavior is saying things like “I’d love to show...
Read MoreWhat do you sell? I mean, what do you really sell? Do you sell stuff? Things? Products? Gizmos? Do you talk a lot about the little details of your stuff? People don’t buy the details about our stuff. In fact people...
Read MoreOne of the most common mistakes that sales people make is not spending enough time on the prospect’s pain. People buy to solve problems. Sometimes they buy to enable an opportunity. But mostly people buy something to solve...
Read MoreI’ve been sick the past 3 days. Here it is summer, and I got a frickin cold. My wife and I argue/debate over whether it actually is still summer or not. She comes from New York, and contends that summer is over after Labor...
Read MoreEver have an important part of your business or sales strategy blow-up on you? I have. One time I went out to give a sales demo to a new prospect. I got to the prospect’s office early. Got into the conference room. Started...
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