The Best Way to Handle Sales Objections?
The best way to handle sales objections? I believe there are two approaches. The first, at the highest level, is to listen when they come up, empathize, respond, confirm and proceed. There are a gazillion articles and resources to dive into how to do this most...
The Future of Sales – A Counterintuitive Perspective
The Future of Sales – A counterintuitive perspective at how the sales profession has not changed, how it is changing, and opportunities to take advantage… “Buyers know more nowadays!” Articles, social media posts, podcast episodes, and even entire books...
Your Solution: Not All Things To All People – But More Than You Think
Your solution is not all things to all people – but at the same time, it is also very possible that your solution does more than even you think. When I was in grade school, our class was broken into groups, and each group was given a tennis ball. Our assignment?...
The Great Salesperson Purge of the early 1920s
Do you believe that history repeats itself? Before you freak out, I am not walking through town yelling, “Here Ye! Here Ye! The end is near!” I’m not suggesting a massive salesperson purge is about to happen. However, a sales purge did happen in the...