Are You “Shoulding” All Over Your Customers?
The other day my office phone rang and I didn’t recognize the number. I decided to pick up … and no surprise … It was a seller fishing for new business. Joe was brimming with enthusiasm at the prospect of having landed a live one. His opening hook: “Hi...
Do Not Call High!
Sales people across industries are often encouraged to “call high” by sales managers who believe it’s easier to be pushed down the corporate decision-making chain than to be moved up. Suddenly we have hoards of young sellers … many fresh out of school … wrongly...
Why you don’t want more customers in 2014!
So has Jill finally lost it? I’m advising professional sales people like you, whose primary mission is to bring in bigger better business each year, that you don’t want more customers! I am not losing my marbles. I know that you are mandated to, and compensated for,...
Beware Of Bad Advice.
I have considerable respect for Selling Power, North America’s “go to” publication for sales professionals. But a recent post made me see red. I’m always fascinated to read other sales experts’ views on how to address challenging sales scenarios. And so I was eager to...
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...