It’s the Risk, Not the Price! “Low price, low price, low price.” It’s the mantra that sales people in every industry segment are hearing more these days than ever before. Customers, looking for ways to contain costs, naturally pressure their vendors for lower costs. But, is low price the motivating factor in a customer’s decision […]

I just came across some research that confirmed what many of us in the profession of educating salespeople have known for years: That purchasers would be “much more likely” to buy from a salesperson if that salesperson would just “listen” to the customer. The survey found that some of the worst offenders were experienced salespeople. […]

How to Handle the Price Question: I receive emails all week long asking me how to qualify prospects better, how to stay in control when the prospect is blowing you off, how to overcome initial resistance, how to get to the decision maker, etc., etc.. I like to call those reps back that actually leave […]

Part II In part one of this series, I made the point that thinking better is the ultimate success skill for a sales person, and that good thinking always came from asking yourself the right questions and writing down the answers. Sounds so simple. Yet, only a handful of true professionals adhere to that discipline. […]

I have great relationships with my customers “I have great relationships with my customers.” That is one of the most debilitating myths around — one that cripples the performance of the average corporate salesperson. And, yet, it is endemic within the population of salespeople. I am not sure that there is a salesperson anywhere who […]

CRM is short for customer relationship management. Its purpose is to manage the company’s relationship with its customers in a way that encourages them to be happy and loyal. Many large companies have highly technical and complex CRM strategies. One common component of a CRM is the membership card offered for free by many supermarkets. […]

2 Unforgettable Stories Whether you are following up with business contacts, networking leads or prospective employers, effective follow up is the key to getting the sale, securing an offer or sealing a deal. For those who collect leads, 70% of the leads gathered are typically never followed up on…yet there is fortune in the follow […]

NASP Career Center Get More Eyes On Your Job Ad Want an easy, cost-effective way to get more eyes on your job ad? Post your job using our Network package and your job will get exposure on other related job sites! The Network package gets you a single job posting on National Association of Sales Professionals […]

There were days when companies thought about improving the product alone to enhance sales. In today’s hyper-competitive global market, growing sales is typically based on improving the sales process first. Understanding the sales process and how the sales force is adapting to it will enable companies to focus on sales resources better.   A commitment […]

Every sales call you make needs to include the “Learn, Teach, Sell” concept. Today’s customer has many options available to them. Rarely are we in a position to sell to a customer something that is so unique and compelling that they have no other choice but to buy from us. To help create a competitive […]