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...
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...
Can you hear me?
I lost my voice in 2012. The combination of a viral infection and an over-ambitious speaking schedule resulted in swollen vocal chords and strict orders from the EN&T specialist to “rest” my voice. Considering the only sound I was able to make was an...
Are you still probing?
There’s an expression in selling, a directive used frequently by sales managers and trainers, that I feel needs to be laid to rest. “Ask more PROBING questions.” Who came up with this term? Every time I hear it I get a visual of some distasteful medical procedure. One...