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It’s often said that one of the key steps in selling is to set expectations with the prospect. But what does this mean in a world where every purchase decision is complex, every product has varying features and benefits, and every sales cycle has to overcome...
Have you ever wondered if there was a better way to sell that could also reduce your frustration with the inherent distrust and unease that seems to be an everyday part of the sales profession? Have you found yourself thinking about how you could create more...
The idea that sales professionals should focus time and energy on building customer relationships seems straightforward, perhaps obvious. Yet in practice, most sales organizations don’t give this priority the emphasis it deserves. This is in part due to the...
How can a Christian business owner or sales professional learn from Jesus’ example when it comes to building business relationships? After all, aren’t business relationships very different from personal friendships or Christian charity? Certainly they are different...
When you are growing a business or building your sales team, one of the most challenging responsibilities is to create and manage a successful inside sales group. Traditional outside sales reps expect to have the support of a strong inside sales team, and inside sales...
As a sales professional, you face skepticism every day. Customers are often jaded, having dealt with inferior products, poor support and lousy services from other vendors in the past, long before they meet you. Couple that with the adversarial nature of American...
