I believe Sales is a competitive sport. As we enter 2010, the successful sales professional will look at the economy and say-this will be a great year! In other words it doesn’t matter if we are or were in a recession and it doesn’t matter if the forecast for 2010 is iffy or bleak. Successful […]
Self Awareness and Selling
Selling complex solutions always comes down to people buying from people they have a relationship with. Relationships are built on trust. Trust is developed by showing commitment, follow through and delivering quality solutions that provide value to the customer. It’s that simple right? Well, kind of. The sales professional’s greatest challenge is getting from the […]
The power of influence
Politics is a game of influence. Politicians make a commercial and hope by watching it, you will be influenced to remember them and think favorably of them. They hold a rally and you witness them speak: they seem to be good folks. They shake your hand and its personal, you’ve touched them and it would […]
What’s their decision making style
We know as fiscal years come to a close that its crunch time for closing sales deals. Typically, several are already in the pipeline but have been slipping the past few months as busy buyers delay decisions. Every good sales manager asks the question, “What can the company do to help close the deal by […]
