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Objection? Buying Signal? Maybe Neither–Maybe You’re Being Put Under the...
A few years ago I wrote an article titled “How to Take the Sting Out of the Price Question Early in the Sale.” In the course of the article I argued that it is natural for a prospect to ask about...
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The Myth of Selling as a Highly Paid Profession
We in sales work in what we like to claim is one of the highest paid professions, yet statistics indicate we are, in fact, employed in one of the lowest paying professions. In fact, we are engaged in...
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Do You Talk To Your Prospects and Clients or Do You Talk At Them?
Knowledge should be one of the most powerful tools in our toolbox. Knowing how to use specialized industry vocabularies should also be one of our basic and power tools. In reality, for many of us,...
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Guest Article: “The Most Underutililized Strategic Advantage,” by Lee Salz
The Most Underutilized Strategic Advantage By Lee B. Salz You have been chasing this account for six months and feeling optimistic as the buying process is coming to a conclusion. The sale is between...
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The “Prospecting” Disease
During my three decades in the sales industry I’ve worked with, met, coached, and observed thousands of sellers from a multitude of industries. They’ve been new and experienced, inside and outside...
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Take Action Now to Create the Success You Want this Year
Are you in control of your sales career or are you simply going with the flow hoping that you’ll end up somewhere on the plus side? If you haven’t done so already, here are some things you need to do...
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3 Steps to Getting High Quality Referrals From Your Clients
Are you one of the majority of sellers that isn’t converting the majority of the referrals you get because the “referral” is nothing more than the name and phone number of someone who isn’t a real...
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Book Review: Principled Selling: How to win more business without selling...
Ethics. Honesty. Integrity. Principles. All of these terms are on the tip of virtually every seller’s tongue. We sellers talk about them, we proclaim we exhibit them in our personal and professional...
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Building Your Business on Referrals Pt 3: You Don’t Need Referrals, You Need...
How often as a B2B seller have you been advised to ask your client for referrals? If your experience is typical then you’ve heard that advice just about every time you turn around. Most of us have had...
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Building Your Business on Referrals Pt. 2: Asking for Referrals is Bad Practice
OK, I know, you’ve been told your entire life as a salesperson that you have to ask for referrals and that if you don’t you’ll fail. But if you’re like most sellers you’ve asked and on occasion get a...
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Building Your Business on Referrals Part 1: Understanding the 4 Pillars of a...
At first glance, a referral is a pretty simple thing. For most sellers, managers, and trainers, a referral is just a name and phone number that a client has given once the seller has completed the...
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You Have to Act the Part to Become the Part
Back in the days when Indians roamed the range, before leather helmets, when the Flying Wedge was all the rage, I played football in high school. My high school team wasn’t all that great since I went...
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The Myth of the Nobility of Failure
I’m a failure. I’ve had two failed businesses in the past. I agonized over them. I lost lots of money trying to build and eventually save them. I lost sleep over them. I lost self respect over...
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Are You Really The One Being Qualified?
Every seller is concerned about qualifying their prospects. We all want to be in front of prospects who can buy—that is, who not only have a need or desire but also the means to consummate the...
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Do As I Say, Not As I Do
Virtually every business day I receive at least one, and often as many as four, unsolicited requests to post blog articles on my blog from sales trainers I do not know and most often have never heard...
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Make It Easy for Your Client to Give You Top Quality Referrals
Are you finding that you’re just not getting the number of quality referrals you want from your clients? Chances are you said yes because that’s the case with most sellers. Oh, sure, we all have some...
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We’re Sellers, We Are The Hollow Men
We are the hollow men We are the stuffed men Leaning together Headpiece filled with straw. Alas! Our dried voices, when We whisper together Are quiet and meaningless As wind in dry grass Or rats’ feet...
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Discover LinkedIn’s Impact on Sales
What’s the best way to use LinkedIn to drive sales? How are other sellers using it? That’s a question almost all of us would love to have the answer to. If you wonder if you’re just spinning your...
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A Critical Lesson in Relationship Selling From Mr. B.J.
Mr. B.J. (that’s him in the photo) is one of the best sellers I’ve ever seen in action. In fact, I’ve discussed how he and his sister Chloe sell and produce an incredible close ratio. But just as Mr....
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Numbers Don’t Lie? Oh Yes They Do
How many times have you heard that one that numbers don’t lie? Probably like me you’ve heard it thousands and thousands of times. And we in business, especially sales, love numbers. We track...
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