There’s a direct correlation between sales experience and prejudging. The more sales and marketing experience you have the greater the tendency to prejudge your customers and prospects.
Do not put labels on people. “All purchasing agents expect . . .”
Don’t assume you know anything if you haven’t ask any questions.
Don’t assume your customers all have […]
Has anyone ever said to you, “Your price is too high and I’d like a discount.” In this article I outline two approaches for responding to this comment. One of the approaches even has the potential for you to make a bigger sale than you originally anticipated. Curious?
First, giving discounts in the right way may […]
In a survey of 10,000 sales executives conducted for Sales & Marketing Management magazine by Simmons Market Research, participants maintained, seven to one, that top sales representatives are “made,” not born. Many of them went on to suggest that one of the most important skills to be learned by a sales professional is the ability […]
1) Define your Target Market
3 questions that set you up for success (or failure)
1) Who do I call on?
2) What do I call on?
3) Why should I call them?
Here’s why:
1) Your average revenue per account is directly proportional to what companies you decide to call on.
2) The level of responsibility you call […]
Just like gravity, you are under the control of the Law of the Hierarchy of Habits whether you like it or not. But unlike gravity, many of us don’t realize how important this law is to our performance in virtually every skill we perform.
The Law of the Hierarchy of Habits says that,
“Under pressure, […]