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Tips for Handling Difficult Angry Customers

image credit flickr No one looks forward to an encounter with an angry or difficult customer. Most of us can’t help but feel emotionally impacted by an upset customer. An ugly incident can ruin our entire day. Not only that, but there is usually some damage that can be done to the company by the […]

Systematically Identifying New Prospects

Your business, like every other one, needs a constant stream of new customers if it is going to remain viable. The constant churn in the market place means that some of your customers will be acquired and others will go out of business. Unless regularly replaced by new customers, your business will inevitably dwindle. If […]

Salespeople: Position Yourselves with Power

His eyes were narrow and bloodshot from staying out late and partying too heavily the previous night. A two-day old stubble framed his face. He was wearing a dark colored tee shirt, which he hadn’t tucked in, a pair of jeans, and scuffed loafers which had probably never seen shoe polish. It was the second […]

Beliefs That Limit Sales People

Good Salespeople Are Good Talkers “He has the gift of gab. He’ll make a good sales person.” It’s been a while since I last heard that expression. The idea is, of course, that sales people are good talkers. If you are a good talker, you are well on your way to having the necessary qualifications […]

It’s All About The Risk!

It’s All About The Risk!: Sometimes it is so frustrating. You know you have a better product than that which your prospect is currently using. Your price is attractive, your service is outstanding. If the prospect would switch to your solution, you know they’d be delighted. You’d save them money, smooth out their processes, reduce […]

Developing Account Strategies

Our objective for this chapter is to equip you with an understanding of the principles and processes you’ll need in order to develop effective account strategies. Keep in mind that you are in it (this job) for the long-term. This is not a six-month job. You’re going to be doing this work, calling on these […]

Are You Part Of The Problem, Or Part Of The Solution?

We’ve all heard the numbers: Consumer confidence is down, retail sales are down. And for many of us, the markets we serve are down as well. There is an important relationship to note here. Confidence – an attitude – is down, so sales are down. When confidence is up, sales follow. The principle at work […]

Creating Long Term Goals

One of the habits often practiced by highly successful people is the habit of regular goal setting. There is a reason for that. Long term goals compel you to work with discipline and concentration rather than going about your job mindlessly and routinely. Goal-setting is a discipline that helps you focus. This doesn’t mean that […]

The Three Biggest Mistakes in Sales Presentations

The sales presentation is the ultimate purpose of every sales process, of every sales call, and of every sales system. The job of the sales person revolves around the point in time when he offers the customer something to buy. The sales presentation can take a variety of forms. If you demonstrate a product, for […]

What Can We Learn From The Best Sales People?

Do great B2B sales people, regardless of what they sell, have any practices in common? In other words, Do the best sales people all sell the same way? A number of years ago, a professional association attempted to answer that question. They studied superstar sales people from a wide variety of industries and concluded: Yes! […]