Archive › January, 2005

Remove the Doubt and Make the Sale

Here’s the scene. You want to buy a service from someone but you’re not quite sure if he or she is going to do the job to your satisfaction. What do you do? This isn’t an unusual situation. You’re about to deal with someone or a company you’ve never dealt with before. Maybe it’s time […]

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Stop Watering Dead Plants

There is absolutely no doubt that persistence is a key element for sales success. But where does persistence stop and being a pest begin, and when is being persistent just plain dumb? This is not a problem for most salespeople because, as a general rule, they give up far too soon in the selling process. […]

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General Sales Strategies

That’s it! If it’s that simple, why aren’t more people successful in sales? Once again, the answer is relatively simple: They either don’t fully understand or know how to apply the basic fundamentals. So, just what are these mystical basic fundamentals of selling that seem to elude so many people? Well, before we explore some […]

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The Five Deadly Sins of Sales Management

There are probably more than five deadly sins of sales management, but here are the ones that are the most deadly and the ones that I see committed most often as I do my sales management consulting. How many are you guilty of? Sin #1 "” Not Hiring the Right People Or more importantly, hiring […]

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