Author: Kassy Good

There is a lot to say about silence. It is considered golden, uncomfortable, wise, creepy and so forth. There is a lot to be said about a person who is comfortable with silence, and this is not said about many people in sales. We talk. We love to talk. We hang on to our own...

Make no mistake, if it feels like the client or the buyer is in control of the sale, that is because they are. And the reason they are in control of the sales is because you let them. Power and control are usually developed behavioral patterns that we learn from a young age and then...

Asking someone for their business seems simple enough, yet so many of us mishandle the process and, in some cases, all around skip this vital step in closing the deal. After all, asking for the sale is what prospects are expecting from you, right? We make the pitch, ask all the right questions and just...

Many of us in sales lately may have resigned ourselves to the fact that we are grounded with this quarantine and there isn’t much left to do but wait it out and stay in touch with our clients. Now, salespeople tend to be a very tenacious breed and have a hard time sitting still under...

Salespeople are always looking for the fastest path to gratification. We want to see the sales numbers jump quickly and often. There are few things worse for a salesperson than to spend a day making phone calls, sending estimates and following up with prospects only to have no one respond to you. You are doing...

Question: As a sales manager, how do I motivate my team in this context? If you are in charge of a sales team, then chances are you are going to be dealing with a lot of scared folks in the coming days. Their fear is certainly warranted, but it cannot be fed by you. Acknowledge how...

Question: How can salespeople best leverage this challenging business climate for my company? Aaron Answers: It’s a time of obstacle and a time of opportunity. Which will you choose to pursue? Will you decide to give up in fear and frustration or will you look for new sales opportunities? Will you choose to walk away or win?...

Question: How do I Keep My Focus During COVID-19? Aaron Answers: When times get tight as it will likely become, many of us salespeople will lose the heart and focus necessary to win the game. I find this notion quite sad, but it is human nature and some of you just can’t help it. But there...

Question: As a sales manager, should I cut my marketing and sales budget now? All marketing and salespeople should brace themselves. There will be cuts coming and your department is going under the microscope. Expense accounts will be tightened and the weakest among you may be searching for new opportunities. I don’t mean to scare any...

Question: My usual workday consists of in person client meetings, how do I conduct these when my client’s businesses are closed? It is very important to show respect to your clients during this time of uncertainty. They have bigger issues than they have ever faced before and need this time to frame their business strategy. If...