Getting the money when they say there is no budget
Last week I covered how asking about budgets can actually—and often—lose sales. However, there ARE situations where budget is
December 18, 2015
Last week I covered how asking about budgets can actually—and often—lose sales. However, there ARE situations where budget is
I had the opportunity to see the Rolling Stones kick off their US tour in San Diego a few months
I saw an article about how golf equipment sales reps visit the various pro golf tournaments every week and try
A training client emailed me with this scenario. Perhaps you’ve run into something similar. The rep, Kim, had a prospect, Karen,
I was up against the wall, with no options. Almost literally between a rock and a hard place. Here’s the
Q. How much time should you expect from a customer for an appointment? A. This is one of those many
Q. In your seminar, you used the question “Anything else?” as one of your ‘really good sales questions’. I see
Q. We use the phone for keeping contact with many accounts. I also use it for cold calling phone prospects.
Most companies create and initiate an annual sales meeting where they bring all the sales people together – drink the
Q. In your seminar, you used the question “Anything else?” as one of your ‘really good sales questions.’ I see
Every sales organization, and every sales process, begins with identifying a group of suspects. Suspects are people and organizations you
Q. Help! I’m so frustrated. I just attended a “sales training” program that never addressed the real issues that I
Excerpted with permission of the publisher, from the book Take Your Sales Performance Up a Notch, Copyright 2003, by Dave
How do I sell to an account that is firmly in the hands of a competitor? In one form or
Q. My boss recently decided that we must call prospects once every hour, every day, until we get a yes
His eyes were narrow and bloodshot from staying out late and partying too heavily the previous night. A two-day old
Q. I’ve heard you mention several times the importance of prioritizing and targeting customers. Can you shed some more light
Q. What do we do when a customer wants to spread the business between several vendors, even though I know
Here’s one of the foundational principles for sales success: You’ll always be more effective if you think about what you
There is not a salesperson in existence who hasn’t repeatedly heard of the need to “close the sale.” Every new