When I started as a B2B sales trainee in 1977, one of the senior representatives, Lance, shared with me his favorite sales technique. We were selling expensive professional desktop calculators. Lance would sell the $479 calculator by telling folks that this was what they needed but that they could only afford the $349 model. They
I’m a pretty avid reader. Although I don’t have the patience for most books, I read articles like they are M & M’s. Professionally, my reading focus is generally limited to one topic only … selling. I live and breathe sales. You might think that something as fundamental as selling would not be the subject
In 1977, I received my first six intensive months of B2B sales training. It was a modified version of Xerox Professional Selling Skills. This was classic sales training for the time and it all led up to the big moment where you have to ask for the order. Only then could the blood-letting, the mortal combat
In terms of careers, aside from my early stints as a busboy and a security guard, I have spent my entire career in sales. I began in retail and then moved to B2B in 1977. I have never looked back and my life has been full and rewarding. It took me a long time to
It seems that we have gotten lazy. Maybe we have always been so. Don’t like the term lazy? How about … Overconfident Complacent Satisfied with the status quo Lack of persistence Take your pick. They will all lead to the same result and, if you are a salesperson whose income is at least partially predicated
I hate losing perhaps even more than I like winning. Not that I’m a bad loser. Credit where credit is due. Nobody can win every deal. For that matter, there are probably some deals that you should have never been involved with in the first place. They did not meet your sweet spot. Another topic
