Let’s start with CRM (acronym), Customer Relationship Management. We used to call them Contact Managers, but should we really be managing our contacts? No, we should be managing our relationships. Apparently managing is now a bad word. Instead we should be leading. Leading where? Not through the sales process. Now we must address the buyer’s
Big news today! In an earlier article I spoke a bit about returning to my roots … selling. I tried marketing, I failed abysmally, and I hated every minute of it. I’m a salesperson to the bone. My roots also include the industry that I still consider to be the highlight of my almost 45
I recently purchased a Harley Benton guitar from Thomann USA. I was somewhat surprised when it shipped from Germany. That being said, it arrived faster than most of the orders that I have placed with state-side vendors. This is a story about customer service. But, there was a problem … my volume knob wobbled. Now,
I’ve written a few articles over the past year which have chronicled my foray into the dark art of marketing. This is an area where I have no prior experience. On top of that, I have always avoided it outright since my gut feeling has been that there would be nothing about it that I
I was reading an interesting article the other day by Dave Brock … “Thinking About Objections.” In it he discusses the conflicting relationships between objections, salespeople, and customers as well as our hesitancy as salespeople to raise objections on our own. Good stuff! I was classically trained in 1977 on the art of handling objections.
Selling Fundamentals – Back to the Basics
A few weeks ago I was asked to coffee by a young man who I knew who was struggling a little bit with his selling. He was looking for some pearls of wisdom and probably a quick fix. I should also mention that, while he had a CRM, he rarely used it and did not
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