Their resume looked great, they interviewed well and you can see that the new salesperson that was hired is going to be a great fit in the company. The courting was fun and the honeymoon is now over. So here comes the big question, is the new salesperson actually going to be successful. It is...
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What Do You Do With A Customer Who Is A Bully?
I don’t like jerks any more than you do, and still, they exist. Do they even know that they are jerks? Do they even care? Why are there so many of them? Why are some of them trying to be my customer? How do I go about handling difficult customers? To be clear, I am...
A Cure For Sales Report Headaches
Sales reports. Do you feel a headache coming on? Do you feel fatigued? Sudden loss of appetite? Shortness of breath, and so forth? That seems to happen to everyone from salespeople, managers, CFOs and owners. Like so many other reports, it is difficult to read and you may or may not like what the report...
Does Golf Still Matter in Sales?
If you’re reading this to get some tips on your swing, you’ll be disappointed. In fact, that’s the underlying theme of this article. I really enjoy golf, although I’m not great at it. They say that deals are made on the golf course, yet it seems to be falling out of favor lately in the...
Do You Know Your Customer’s Code Of Ethics?
Every business is expected to have a set of rules and to play by those rules when it comes to our customers. We do our best to adopt a service-first business model where we will do anything for the sake of our customers. Customers are, of course, the lifeblood of our business so naturally, we...
5 Techniques to Get Customers To Pay More
What makes a customer willing to pay more for a product or service when much of the buying criteria seem identical? Assuming all things equal, customer purchase behavior can sometimes defy logic and in fact that they will knowingly pay more for something they want based on something important to them that was not recognized...
6 Reasons Good Salespeople Stop Reaching Their Goals
Sales is hard work and there is no doubt about it. Sometimes we have good years, and other years, well, not so much. There are times when we believe that we are a great salesperson, and if we’re being honest, there have been some days where you thought about changing your profession. It is very...
Never Lower Your Price Until You Ask Twice
When I ask salespeople what their most common and least favorite sales objection is, more often than not it has something to do with a price objection. That makes sense because this is usually the moment of truth for any deal. Does the price meet the budget and expectation of the buyer based on the...
Treat Your Salespeople Like a Valentine
Are you in love with your sales team? Maybe you should be, but I would be surprised if you were. Quite often salespeople are at odds with managers, production staff and operations. Why? This usually has something to do with managing expectations, but there is a historical and almost natural ongoing adversarial relationship that is...
5 Reasons Why You Can’t Give Up Today
What is the magic number? For the producers of the movie, ‘Dirty Dancing’, the magic number was 42. That hit movie was rejected by 41 different studios until, at the bottom of their list, one of the studios finally said yes. 41 previous studios passed on the box-office hit and, although they must have had...