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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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Avoiding Sales Call Accidents

A sales call shouldn’t be something that happens by accident; it should be a planned event. When sales calls aren’t planned, they often result in wasted time and effort, resulting in a no sale. No matter how hard you try, you can’t make a sale on every call but, as a minimum, you should be […]

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The Changing Face of Selling

The winds of change are impacting the sales profession. These changes are being brought about, for the most part, by the changes that are occurring in the buying arena. Unlike selling which is a full-contact sport, buying has moved to being a non-contact sport for many things. The Internet and other media have replaced the […]

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Show the World You’re a Sales Professional

It’s been almost ten years since I last went on a rant about the sales “profession” and what we can do to make it even more professional. So, here I go again! First off, I want to say that I’ve been in sales for over thirty years and I’ve been proud to call myself a […]

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How to Lose the Sale… Before You Get It

It’s a shame but a lot of salespeople are losing sales before they even have a chance to get them. That’s right, they’re reaching into their holsters, pulling out their pistols and shooting themselves in the foot before they even have a chance to talk to the prospect. Slow Off the Mark How? By being […]

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