Two Keys to Sales Time
It’s 10 AM Tuesday, and you are about to visit one of your customers. Why are you here? That’s the question I have asked innumerable distributor salespeople. Unfortunately, the answer too commonly is,...
View Article8 Powerful Rules to Build B2B Relationships
B2B salespeople must be good at relationship building. For B2B salespeople, relationships are essential because you see your customers more often, and for longer periods of time than almost any other...
View ArticleLearned Optimism For Salespeople
I’ve been pondering an email I recently received; a young salesperson described his most pressing challenge: The sales roller coaster. When things go well, he’s up, emotionally, and when things don’t...
View ArticleFollowing Up on Sales Quotes
Q. Sales Quotes – A prospective client seems interested but never gets back to you. A. I’m assuming that the question here is, “How do I get the prospect to give me an answer when I provide a quote?”...
View ArticleTransitioning From Salesperson to Sales Manager
Q. I have been reading some of your articles and then came across your website. I was wondering what kind of advice you would give to a salesperson trying to become a sales manager. What steps should...
View ArticleThe lost art of saying “NO”
It seems like more and more business people have lost the ability to say no. See if this experience doesn’t sound familiar. I had met with an individual, talked with him personally, and invited him to...
View ArticleSales Q&A – My Customer Uses Multiple Vendors
What do we do when a customer wants to spread the business between multiple vendors, even though I know we can provide better service? If you are looking for a short, easy solution, there...
View ArticleQuality, Not Quantity of Sales Calls
Question: How many sales calls should a salesperson make? Answer: In about one out of every two seminars that I do, I hear this question. It springs from a manager’s concern for defining what...
View ArticleThe 4 Biggest Time Wasters of Salespeople
Good time management for salespeople has been an obsession of mine for more than 30 years. In the last decade, I’ve been involved in helping tens of thousands of salespeople improve their results...
View ArticleAre We Becoming Afraid to Think?
I’m afraid for the future of our country because it appears we are afraid to think. It’s not just Covid-19 and the reaction to it. And it is not just the recent riots and looting. It’s much deeper...
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