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Here’s the unspoken reality: Many business owners would rather deliver their expertise than sell it. As long as there’s enough business to stay busy, they can rationalize avoiding sales activities. Is that you? That was Bob. He had no sales plan and decided NOT to...
But wait a minute. EVERY profession has people who are good, mediocre and bad at what they do, so why do salespeople get such a bad rap? The issue at hand is integrity – honesty – trustworthiness. Salespeople are perceived as dishonest and only out for themselves....
I attended a webinar on “inclusive language” in which the presenter reminded us how easy it is to say something that can inadvertently offend or alienate others. Those who sell for a living know that every encounter with a buyer is precious, so it is wise to structure...
A money ceiling is the top dollar amount that you think you/your product/your service is worth. If you get paid by the hour, is that number $20, $100, $10,000? If you charge a mark-up on raw materials or labor, is it 10%, 100%, 300%? Whatever your beliefs about money...
What, you might ask, do avocados have to do with sales? In his blog on “The avocado principles” Seth Godin states: “If you wait until you really want an avocado, the market won’t have any ripe ones. You need to buy them in advance.” Correlation: If you wait...
Prospecting is the lifeblood of sales. Without it, you’re going to be severely limited in the number of sales opportunities you have, and you’ll be leaving that number almost entirely to chance. The number one thing most sales professionals need at any given time is...
