Did you ever put off a tough conversation with a salesperson because you weren’t sure what you should say? Or maybe you were concerned about upsetting them and you …
How To Have Tough Conversations About Sales Performance Read More »
Cold calling for Business-To-Business sales is one of the most misunderstood opportunities for salespeople. Quite often anymore it feels like a tool that no one even has, or if they …
Salespeople hate to deliver bad news. I mean – really hate it. Of course, no one wants to be the bad guy when it comes to customers, but salespeople especially …
Today was supposed to be an easy day. You’re caught up on most of your work and if all goes well, you might even get to duck out of the …
The Customer Is Really Mad! Now What? (The Intensity Reduction Method) Read More »
Do you know what you look like when you are stressed? We think we do, but other people can see stress on us better than we can see it on …
Is silence a surrender or a capitulation? It can be when you are dealing with a client who has suddenly gone quiet with their communication. Nothing makes a salesperson more …
When Clients Go Silent – The Capitulation Method Read More »
Nobody is perfect. You know this is true if you have ever had, or have been, a sales manager. We all make mistakes and I would believe that most of …
I recently had a response from a prospecting email that gave me pause. I had sent the prospect 2 emails in one week and they are sent 4 days apart. …
Sales is not a quick path to riches for all of us, but it certainly can lead us there. Some people take to it like a duck to water while …
Very few salespeople get excited about cold calling and sales rejections hurt no matter who we are. That’s your baseline and it’s something we all have to overcome to be …
Getting Punched in the Face? Cold Calling & Rejection Read More »
