Follow Their Buying Process Instead of Your Selling Process
The book that taught me more than any other about the nuts and bolts of major account selling was Neil Rackham's " Major Account Sales Strategy." While Ra... Read story
Jack Carroll
Your Price Is Too High--Not!
How many times have you heard that old buyers' complaint: " Your price is too high and if you don't come down, I'm going to buy from your competition" ? H... Read story
Disqualify When You Qualify!
Last week, I spent several days on a trade show floor and was reminded that most salespeople who populate booths at such events do so with the wrong point... Read story
Knowing Where You Stand
Because I work with so many salespeople in a mentoring or training mode, people ask me about my experiences. One of the most frequent questions I am asked... Read story
Is Your Switch On or Off?
COACH: Is your switch on or off? SALESPERSON: What do you mean? What switch? COACH: The one on the right side of your head. In the soft part... Read story
The Art of Salesmanship Is the Absence of Salesmanship
My career in sales has undergone three separate and distinct phases, or levels of growth. It's a track I've seen in others who have hung around long enoug... Read story
The Ultimate Sales Skill
It happens once or twice a month. A young, eager salesperson (experienced salespeople rarely ask any questions in public) e-mails or walks up to me at som... Read story
The Place of Magic in Sales
SALESPERSON: I can't say that in a comfortable way. It's just not me, the way you're asking me to say that. MANAGER/TRAINER/COACH: I'm not asking y... Read story
That With Ahead Go to Like You Would
" I beg your pardon. What did you say?" " That with ahead go to like you would." Again? " Would you mind translating that into English." ... Read story
Watch Out for the " Yes That Kills"
You're in sales and you love to hear yes's. During your first sales training class you were taught to be positive and optimistic and always look for yes's... Read story
