Series: Sales Trends

“Hello Newman.”    “No soup for you!”    Double dipping.    “There was shrinkage!”   Man hands. If you instantly

Greetings! “That prospect is so dumb. We have a great product and he just doesn’t get it.” Ever heard or

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