Draw This Line and Triple Your Sales
I got a bunch of emails yesterday about my suggestion that you stop being a puss and stop calling to “Just Touch Base”. Most people told me that they needed the “tough love” I had to deliver. But some...
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Limited Number of Prospects? Here’s What to Do
What should you do when your territory isn’t overflowing with great prospects? Maybe your company hired lots of sales people with the idea of saturation coverage. Personally I have been in that...
View ArticleWhy You Should Use McCain’s “Go Last” Sales Strategy
I am not a big advocate of giving sales presentations. I prefer to sell without them whenever possible. Sometimes they are necessary though, particularly when you are selling to a group of people. So...
View ArticleHow to Sell the Same Product for a Higher Price
Here’s my Sales Thought for the Week… What do you do when your customers can get the same product that you sell from your competition at a lower price? Sell the value of a superior relationship and...
View ArticleBad News? Decide to Succeed Anyway
Ever have an important part of your business or sales strategy blow-up on you? I have. One time I went out to give a sales demo to a new prospect. I got to the prospect’s office early. Got into the...
View ArticleDealing With The Lying in Sales
Some people lie in sales. Are you one of them? No, somehow I didn’t think so. The people who lie the most in sales aren’t the salesmen and saleswomen. No. The people who do most of the lying in sales...
View ArticleWhen Sales Prospects Get Mad at You
Prospects get mad at you when you do stupid stuff while selling. This week I’ve been buying some new software for a non-profit I am on the board of. It’s been an interesting experience, being the buyer...
View ArticleI Was Exhibiting Classic Buying Signs
Yesterday I made the decision to buy some new software. This isn’t for my business, but for a local non-profit I am on the board of. Yesterday morning I had a telephone meeting to review and discuss...
View ArticleThe Sale Should Be Made Before You Present
You know when I started sales, I was excited to become a better presenter. I thought that being a great presenter would be exciting, fun, and make me feel awesome watching people ooohh and aaahh over...
View ArticleA Right Time to Sell and a Wrong Time to Sell
There’s a right time to sell And there’s a wrong time to sell. The right time to sell is when you have earned the right to sell. Sounds simple enough. But lots of people screw this up. You don’t earn...
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