Archive for May, 2010

Getting Past the Gatekeepers

Gatekeepers: Every organization has them, though that is not their primary purpose.  They can be the scourge of the planet or your best friend.  Which would you prefer?  Regardless of what a sales manager says or expects, it isn’t always possible to call the decision maker direct.  That doesn’t mean you will never talk to […]

Experience, 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