Have you ever noticed that when you hire salespeople, you do your absolute best to find someone who has great communication skills? We all tend to make our decisions based upon the candidate’s ability to demonstrate superior listening skills, as well as a keen interest in our organization, and a strong desire to understand the […]
Everywhere you turn the word recession is the major topic. Job layoff’s cut backs, “cost savings sacrifices” have become part of our current corporate culture. Several years ago someone figured out that cutting costs had the same effect on the bottom line as gaining revenue; however what was never reveled that, although necessary, this is […]
When I was in executive management, I had the opportunity to meet with salespeople who were presenting their solutions to my company. In many cases I was in the “investigation stage” of a solution. I knew my company needed a better way to address a problem, but I didn’t know what was available to me. […]
In the sales world, a new day often presents an old story - another prospect with another objection. Once you remove the factor of being in the wrong place with someone who has no need for your product (which is a huge time waster), you must still determine the other elements that create these objections. […]
Customers are definitely different from years ago. A lot of selling concepts fit for the people who were totally loyal to their jobs and company. The company’s pain was their pain. Little else mattered. That’s when most people stayed with their company for their entire career. They never saw massive downsizing and indiscriminate reductions in […]
Where do you turn when sales aren’t where they should be? Conventional wisdom tells us to hit the sales-training road in an attempt to utilize those time-proven selling techniques. Back to the basics – you know, those sales tools that have been used with great success for years and have stood the test of time. […]
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