At some point, we all say dumb things. It is natural and human, but for all our communication abilities, salespeople can say the darnedest things! […]
6-Must Have Traits of Superstar Salespeople
A number of my clients are in the process of interviewing candidates for large account selling. To help them find the best candidates, we go […]
3 Sales Techniques that Has Both Sides Winning
There is an old adage in sales that says ‘’the person asking the questions controls the meeting.’’ You want to be sure that you are […]
My Father Was a Salesman
Recently two events coincided that caused me to consider what I think I know about sales and where that originates. I was teaching an entry-level […]
Preparing Your Sales Prospect for the Internal Review Meeting
There is always a “meeting after the meeting” in a big sale. Hardly ever is the real decision made at the table while you are […]
