Nothing is a commodity
The challenge faced by many salespeople is their inability to establish tangible value when the product sold is nothing more than a commodity.
Close sales deals like good serial stories
Closing is ultimately creating a reason for the next step.
Follow the leader
Great sales leaders recognize that every sales opportunity should provide follow-up.
Sweat the details
In so-called normal times, it is easy to fix a mistake or omission to an order.
Persuasion is overrated
What’s more important in sales than persuasion? Influence. Credibility. Support. Accuracy.
Review your sales like you review your golf game
The best time to cull your customer list is when opportunities abound.
Build from within for sales force success
The most successful companies hire right. They seek individuals who are career driven and want to work with a sense of purpose.
Some industry shifts are here to stay
It’s obvious the world is changing, but easy to miss the long-term impact of an evolving world.
What really makes a good business relationship?
Have we really defined, in sales, what makes up a good relationship? Is it friendship? Is it business? Is it both?
Be an order instigator
Be an order instigator for all times. It’s the key to establishing credibility and long-term business relationships of unbreakable loyalty.