Imagine you are participating in a reality show. You are going on a blind date for the first time. The show organisers have chosen your blind...
There have been many studies on the variances of ‘farming’ versus ‘hunting’ for customers. Farming is looking within your existing customer base for new sales. Hunting...
Where do most of your sales come from? When I’ve asked this question in a weekly lunch I do with 60 business leaders, 59 of them...
There is an old saying that say's, "People will buy on emotion, but justify their decision intellectually." If you study marketing and sales, you will probably...
Why your sales call can get off track, and how to get it on track from the start. I don't suppose you've ever been on a...
Have you ever struggled to start the conversation about money on your sales call? If so, you're not alone. I find that most sales people struggle...
As long as it takes you to have an effective sales call. This is my simple answer to the length of time your sales call should...
Do you remember when Toyota was having some issues with the Prius? I don't know for sure how many problems people had with their cars before...
When I share the basic concept of “people love to buy, but they hate to be sold,” most top salespeople will agree. However, startups and small...
Is Alexander Bell a forgotten revolutionary-a figment of our imagination? In a world of e-mails and text messaging, having an actual conversation on the phone may...
