Appointment Scheduling: The Nuances of Perceived Demand
Picture this. You’re walking down the street (post-Covid) craving a good coffee. Up ahead, there are two coffee shops you’ve never heard of…one on the left, one on the right. The one on the left looks empty from the outside. The one on the right, though, is...
Cyber Monday Lessons For The B2B Salesperson
Today is a huge day for the salesperson-in-the-form-of-a-website. i.e., the online retailer. For you, the salesperson-in-the-form-of-a-human-being, there are lessons to learn from what they are getting right…and getting wrong today! I believe there are three big...
The Salesman’s Creed – circa 1905
Wednesday evening, I sat on the couch with Salesmanship Magazine from 1905. And there it was…”The Salesman’s Creed”. Being a nerd like I am, I excitedly told my wife, who, needless to say, wasn’t as excited about this find as I was. I...
Clinical Empathy – Where Doctor & Selling Skills Collide
Have you heard this comparison before? Salespeople are a lot like doctors. You uncover pain – doing so through thoughtful discovery and listening. You prescribe a potential solution to their pain based on your diagnosis. The client is looking for a remedy....