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
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
We live in a mobile world. Much of our online activity is now being done via our phones and our tablets. Self-driving cars will soon become widely available which will eliminate that pesky distracted driving issue. I’m still bemoaning the slow death of the manual transmission and anticipating having to find something to do with
Knowledge superiority can provide a competitive selling edge but, it’s notably capable selling skills that will catapult you over the competition, even if the competition knows more and has been in the business longer. Personal growth associated with developing selling skills isn’t about reinventing the personal you, the self you know and may very well prefer.
Anybody who has spent any serious time in sales has developed a personal selling style, that which works for them. I am no exception and, certainly, my style has evolved over time. I spent my first five to seven years in retail and that was followed by B2B direct selling beginning in 1977. Retail was
The Secret to B2B Selling: Identify the Pain Points of Your Customers
It’s simple: identifying customer’s pain points is one of the keys to being a successful salesperson. And for B2B companies, it’s critical to know how to do this in those first few meetings with a potential client or customer. If you can clearly articulate and identify his or her pain points, and then center your
Read More