Browsing Tag Sales Insights

Are Traditional Customer Relationships Overrated?

I recently read an article by another Sales Trainer saying that “traditional relationship building is overrated” and clients or potential customers don’t need more “friends”.  I couldn’t disagree more.  In my view developing relationships builds trust.  Unless you are involved in a quick one time sale (and I think fast relationship building is important there… Read More

Tune up Your Selling Skills

  Often salespeople who have been selling for several years will find themselves becoming complacent and doing the same things over and over again.  They end up going through the motions and sometimes it works and often it doesn’t.  And even some new people fall into that rut very quickly.  It takes real effort to… Read More

The Relatonship Between Price and Benefits

If you are selling a commodity (Product X vs Product X) it generally comes down to price and if that’s the same you have to sell the attributes and service of your company.  If price is the objection, one normally has to be competitive and then go through the other things.  If selling Product X… Read More

Top Companies Attract Top Talent

I was recently reading a blog posted by business strategist John Spence that talked about how companies attract top talent.  Of course he was referring to talent for many different positions, but I thought the same company attributes would attract top sales talent as well.  He listed the following Fair Pay. Being paid approximately the… Read More

Negotiation, Don’t Give the Store Away!

In your sales career, you will be faced with opportunities or situations where negotiation is called for. You may be putting a deal together, working out a solution to a problem, or something will come up that highlights a difference of opinion between you and your customer which needs to be resolved. Negotiations may involve… Read More

Selling with Integrity

I credit a lot of my selling success to the fact that I tried constantly to sell with integrity.  Situations where you stray from that approach will eventually take a toll on your own attitude and create other problem issues and your selling will suffer. What does selling with integrity mean? There are several things.  It… Read More

Fear, The Enemy of the Salesperson

Fear is the enemy of the salesperson. It sometimes becomes such a huge problem that it can ruin a salesperson’s career. Fear is what you feel when you are getting ready to make appointments and you think you may not be able to get them. Fear is what you feel when you must go in… Read More

Check Your Attitude

Do you have a winning attitude?  You should know that your attitude can make the difference in success and failure.  If you don’t think you can achieve something you probably can’t. So how can you develop a positive and winning attitude?  Associate with others who have a positive attitude.  Their enthusiasm, optimism,  and “Can Do”… Read More

In a Slump….Check Your Fundamentals

What do the  athletes do when facing a slump?  They start by making sure they check the fundamentals to make sure there are no problems there.  The same should be true for sales professionals that feel they are no longer on top of their game..  They should make sure they haven’t gotten lazy or too… Read More

Calling With Management

Management can help you reach top people and other important people at your accounts.  This practice is referred to as “calling in depth,” so you will still be hooked in if your primary contact is transferred or moves to another company. They can help with continuity at the account when you are new. They can… Read More