Customer Support

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Are you actively supporting your customers and treating them as valued clients, or are your dealings with them simply transactional to get their order?  Are you in constant contact ...

The Proper Use of Loss Leaders

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Did you ever wonder how someone could sell something so cheaply? Did they consciously know what they were doing? Did they have to sell at a loss because perhaps they were liquidating ...

Value-Added Services

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How many times have you said that competing on price is a fool’s errand and you need to find a way to break your clients mind set that it’s all about competitive pricing? Well, ...

Intellectual Property

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Intellectual property is the essence of what you do and how you do it. It can set you apart from your competition and help avoid pricing your services as a commodity. You likely have ...

Selling the Intangibles

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The primary concern of most managers is the intangible qualities of a potential hire: their communication ability, their attitude, their way of thinking and their dedication. A big ...

Where Have All the Salespeople Gone?

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Lead generation and revenue growth are the lifeblood of every business, ensuring the continued success and stability of the organization. As a result, salespeople play a key role in ...

Presence Is More Important Than Preparation

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Preparation in selling is often overdone or overrated. Surprised? If too much emphasis is put on preparation, salespeople focus more on what they have planned instead of what actually ...

What NOT to Do When Selling

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Recently, I was sitting next to a pair of salesmen at the Birmingham, Ala., airport whose conversation was entirely about what they were going to talk about. Yes, I was eavesdropping, ...

Would You Want a Planned, Canned Response?

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Cans work well for beans and vegetables but fail miserably in sales. Yet, many sales organizations mandate that salespeople memorize or read specific soundbites designed for specific ...

To Sell or Not to Sell…That Is NOT the Question

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Selling, like yoga, is almost like music, as there is never an end to it, if it’s done right. Yet so many salespeople engage in a stop-start mentality in their sales practices. They ...
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