Tag Archives: selling

While You’re Training, the Competition is Selling

A major mistake many companies (large and small) make is spending too much time and money training their salespeople. This is not to say that salespeople shouldn’t be trained – they must. However, it can be terribly expensive and time consuming. In fact, a recent survey showed that companies with annual revenues of less than Continue Reading...

What Makes a Prospect Want to Buy From You?

What is going to make a prospect want to buy from you? To answer this incredibly important question, put yourself in their shoes. Anticipate how your prospects are going to react to your sales call. Imagine yourself as the buyer. If you were in the buyer’s situation, what would you want from the salesperson, or Continue Reading...

Know What Your Customers Really Want

There are lots of ways to shorten the sales cycle, but none work better than finding out exactly what problem your prospective customers want you to solve for them. That’s because, once you know what prospects really want and what ultimately makes customers want to buy from you, getting the order is under your control. Continue Reading...

Talk Less and Sell More

Yesterday a bright, very confident young sales guy came into our company and started telling the attendees and me in particular, why we should buy what he was selling. His argument had merit, but his sales pitch (and this guy is a salesman) was horrible. First he felt we should all know just how smart Continue Reading...