Archive › June, 2005

Conquering the Fear of Closing

Do you know the major reason why prospects don’t buy? They were never asked! That’s right, no one asked them for the business. Strange as it seems, salespeople use all their superior selling skills to get in front of a prospect, qualify him, uncover his needs, match their product or service to those needs, and […]

Comments ( 0 )

The Myth of Team Selling

Team selling is an oxymoron"‚ÄĚlike government assistance. It exists in concept only. The reality is that, like government assistance, the intentions are noble but the execution is difficult. Even the term “sales team” is a misnomer. In my mind, the word “team” conjures up a vision of people working together towards a common goal. There […]

Comments ( 0 )