selling

Managing the Difficult Prospect

Sales Coach

The Difficult Prospect – we’ve all got them. We can’t deal with them, and can’t make a living without them. Are there strategies we can use to control the conversation with the deals we can win? Are there tactics we can use to close or kill the ones we can’t? What’s a poor sales guy [...]

TwitterDiggFacebookFriendFeedDeliciousShare
Read the full article →

The Worst Mistake When Selling

Sales Coach

We all make mistakes. Admitting that isn’t something we’ll relish but it’s important. Otherwise we can’t improve. Which are the biggest mistakes you make when selling? Here are mine I can be overbearing, especially when things aren’t going my way. I can be hectoring when the prospect isn’t listening. I can be dismissive when the [...]

TwitterDiggFacebookFriendFeedDeliciousShare
Read the full article →

The Worst Problem When Selling

Sales Qualification

My worst problem when selling is prospects who won’t close deals. That’s why I’l work like crazy getting the sales qualification and process right for each sale. Selling can be a lot of fun. It can also be a pain in the ass. Some people claim they enjoy the thrill of the hunt, the chase [...]

TwitterDiggFacebookFriendFeedDeliciousShare
Read the full article →

10 Strategies for Selling Better Prices

Sales Coach

Tactics for selling at higher prices don’t get the airtime they should but all sales people should get trained in these techniques. Think about this for a heartbeat – lifting a sales price by 10% in most businesses doubles the net profit. Selling at higher prices is the fastest and easiest way to improve a [...]

TwitterDiggFacebookFriendFeedDeliciousShare
Read the full article →

Next Entries →

Google Analytics Alternative