Sales Advice

How Desperate Are You?–Part 2

In Part 1 I asked, if, as a salesperson you reacted to pressure by showing desperation.  In this the second and concluding part of the article I will address some additional techniques that should be used to thwart any form of desperation. Some common “must have answers” for any sale should include the following: Does […]

Experience, Sales Advice, Sales Tips

Reaching the Decision Maker

How many of you can honestly say you are able to reach the decision maker in any company?  Many can, but for those that struggle, this article is for you! This article touches two areas:  Decision Makers, and Pain Issues.   I will also show some effective tactics to use that will help reach your ultimate […]

Experience, Sales Advice, Sales Tips

How Desperate Are You?–Part 1

It has been said desperate people do desperate things. As a sales professional, do you?  Let’s try something…Close your eyes and recall this image from your past:  Remember seeing ducks just smoothly gliding on top of the water? Pretty relaxing right?  However, did you stop to think about what is going on underneath?  It could […]

Experience, Sales Advice

Shoulda, Coulda, Gotta

This phrase caught my eye a few weeks ago when I saw it as a headline for an article on the U.S. debt.  I began to wonder if there was a message here for the sales community. Sure enough, there is..Voila, my next article! The original article addresses the realization that our elected officials are […]

Experience, Sales Advice

Stop the Churn

I never thought I would ever write a public service announcement, but that is exactly what this post is going to become. STOP the CHURN! I aim this message at companies that are sacrificing long-term talent for short-term gain. Whether you are a newcomer to my web site or follow me with regularity, you know […]

Experience, Sales Advice