If you are like me you have probably read numerous books on selling strategies or attended one or more sales training programs and felt a little overwhelmed. For a lot…
When most people, regardless of their profession, refer to their experience level they generally tell you how long they have been in a particular field. They will state that they…
What salesperson has not been disappointed to hear he/she has lost a deal as the result of selling to the wrong person? Despite asking, many salespeople, without knowing it, find…
Creating a successful business is a two-step process. FIRST, you must be able to effectively market your products and services. SECOND, you must be able to convert the prospects or…
If you've been alive during the last 10 years then the chances are that you've been 'pitched' by a salesperson numerous times. You probably knew what was going on and…
On February 18, 2001, Dale Earnhardt Sr. tragically passed away due to a basilar skull fracture at the age of 49 during a crash that happened on the last lap…
I don't know of an organization that does not want its salespeople to cross-sell. The big question is why it is so difficult to successfully implement a cross-sell strategy, especially…
Most novice or untrained salespeople make the same three mistakes. In brief, they are; They don't identify their target market and end up trying to sell to anyone and everyone.…
When people are asked to think of less than successful salesman, one of the unpleasant characteristics that springs to mind is them being pushy or aggressive. The usual memory is…