I started B2B selling in 1977. As a salesperson, I hated cold calling and I regularly chased elephants and pixie dust. Looking back, about the only selling skill that I really excelled at was product knowledge and I could give one hell of a good demo. Despite my shortcomings, in less that two years I
For the customer, at least … it’s not writing the check. It’s making the actual decision. Of course, depending on that decision, this could also hold true for the salesperson. I’ve studied this phenomenon for years and I have applied it to myself as the buyer as well as to my customers. The simple fact
I probably have dozens of article drafts on selling that have never been fully developed to the point where they are fit for publication. I might get started writing them and then lose interest or, there might not be enough meat in the topic to meet my standards for a complete article. All these partial
Words can literally change your brain. Every word and phrase uttered during a sales conversation will either increase or decrease your odds of winning the deal. This is why sales conversations are still the most effective means of moving buyers through the buyer’s journey. But they’re also an act of guesswork. Yes, we all like
I probably have dozens of article drafts on selling that have never been fully developed to the point where they are fit for publication. I might get started writing them and then lose interest or, there might not be enough meat in the topic to meet my standards for a complete article. All these partial
Selling 101 – Series Introduction
For the past several years, the focus of my writing has largely been devoted to social selling. Why? Because that is the hot topic and it is also what people have asked me to write about. Gives the folks what they want. I would also strongly endorse the benefits of this (r)evolution! Social selling has
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