In Chinese the word “Crisis” is represented by two characters. One means danger and the other means opportunity. In sales, any crisis while dangerous it may be, also represents your best opportunity ever to gain a customer for life! Or you can lose one forever. This choice is yours. The key to comprehending this concept lies in
Please note – This article was originally written and published by me on my NetWorks! Boise Valley site. If you are a B2B salesperson living in Boise, Idaho and are looking for a top-notch networking group … please visit the site and give us a shout! For the majority of my career, I ran sales
When I was first trying to grasp social media, I struggled with the term. I also had huge issues with the fact, at least from what I could see, that it was sooooo social. I am barely social and wanted to use it for business so, in order for me to even stomach the entire
I don’t even think that prosponsive is an actual word but, after I invented it, I discovered that it does appear to be in some urban dictionaries. For them, it is probably an afterthought. For me, and being in sales, being prosponsive is a way of life. There is responsive as in “reacting to” and
In my previous post I mentioned that my wife and I were in the process of soliciting quotes for replacement windows for our home. I also hinted that one vendor who visited never got back to us with a quote and that there was a story to tell. Well, here it is. I will call
The Close is the Natural Culmination to the Sale
Whenever I am approached by a sales manager or an owner regarding potential sales training gigs, I always ask where they feel that their salespeople can use the most help. Inevitably, the answer almost always is … “They can’t close.” While that is often the visible symptom, the causes themselves tend to run much deeper. What I have found
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