It’s Over: Know When to Qualify Out of a Deal

It’s not unusual to encourage bulldog stubbornness and persistence in sales people: we want them to dig in and not let go. The problem is, some sales deals are not worth pursuing past a certain point, and we know it. You have two choices:  either move on now or hang...

Don’t Accept those Time-Sucking Continuances

Stop celebrating continuances. Your sales process has specific steps to progress from opening to closing the sale. There is no step in that process where sellers sit on the sidelines. So why do sellers breathe a sigh of relief or rejoice when they get a continuance?...

What To Present

On the “people-are-more-interested-in-their-kids-than-in-yours” theory, meaning that listeners do not want to hear everything you know about your offer, but only what is relevant to them, here is a quick method for figuring out what will have the greatest impact on...

Day of The Sales dinosaur

Salespeople who do not move with the times will pass their ‘use by date’ and lose their jobs. Period. If you are someone who has been in the same role, with the same accounts, selling the same products for years…. If you are someone who tells the...

7 Pearls of Wisdom

Successful Business Leaders Share Negotiation Best Practices A lot has changed for sales people. For years, many average sales people didn’t have to negotiate much. All that has changed. Customers want a whole lot more from your company to win the deal. To negotiate...