NEVER EVER do this to your prospects! Real examples of sales calls gone bad.
Do not ever be this guy. This is a true story. The seller’s name is David. And yes, this is his real name. I’m not protecting the innocent because he’s not innocent. He’s guilty of the most moronic act of any professional sales pro today. I will protect the name of...
Seven reasons why good sales people fail.
I work with many extraordinarily talented people who sell for a living… every generation, all levels of experience and from a wide range of industries. Talented sales pros are on the go… their days are filled with activity. But this tireless hustle can get in the way...‘Professionally Speaking TV’ with Randall Craig… and me!
One of the highlights of the past two months was being interviewed by Randall Craig on “Professionally Speaking TV.” It was a fast fun 40 minutes as we covered everything “sales related” from dinosaurs to differentiation, hiring to firing, and shifts to trends. Take a...
Is your focus on the customer’s needs commoditizing you?
Consider this. You visit your Doctor… “Doctor I need something for the pain in my back.” The doctor examines your back… you wince… he prescribes drugs to address the discomfort. When the spasms return you visit a second Doctor. “Doctor I need...