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If your sales success isn’t where it ought to be, you may be operating under the weight of one or more persistent (and pernicious) myths about selling. Here they are:
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Particularly in a down economy, it's not your selling techniques that matter -- it's what you know about a client's business that will open the door to a deal.
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I thought this was a great video on the importance have providing more than one offer when selling and negotiating.
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We've all wasted time trying to make someone into a prospect -- someone who has no hope of ever being one. And often we make this mistake because we aren't disqualifying -- instead, we're doing all we can to qualify. This is an inefficient approach. Learn how to disqualify -- it'll save time, boost sales, and ultimately help bring in new busin
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Selling B2B is “consultative,” but there’s a point where you need to turn the meter on.
The concept of “consultative” selling is that the sales professional should be adding value from the very start of the customer relationship. However, if that concept is taken too literally, you can end up providing free services to a prospect that never int
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Walk into any McDonald's, order a Quarter Pounder, and the clerk will invariably ask, "Do you want fries with that?" Each affirmative answer adds $1 or more to that particular sale. If just a fraction of McDonald's' 54 million daily customers say yes to that question, that's millions of extra dollars in the burger biggie's pocket.
The sa
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Selling for a startup presents unique challenges even for highly experienced sales professionals. Because your company is new, your potential customers don’t know anything about it and, sad to say, in business unfamiliarity breeds contempt. Not to worry, though. Here are the six rules of selling for startups:
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Do you find it hard to engage with prospects or customers? If so, keep reading…
I was recently on the phone with Jill Konrath, author of Selling to Big Companies.
I explained a project I am working on and she said, with great excitement, “You MUST read this article I wrote.”
What follows is perhaps one of the best lessons on why we fail t
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The meaning of the adjective radical is “not bound by traditional ways or beliefs.” Here are the “must dos” of a seasoned business unit’s radical salesperson and marketer.
No stone goes unturned in your search for new leads and clients; no sales idea is too silly or stupid to try; you sell to everyone, every day, no matter what their size; you
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Shoppers are discovering an upside to the down economy. They are getting price breaks by reviving an age-old retail strategy: haggling.
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Knowledge is power, and it must be a cornerstone of understanding for operational and sales success against your current and future competitive set.
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The National Association of Realtors said that sales of existing homes rose by 2.9 percent in February to a seasonally adjusted annual rate of 5.03 million units. It was the biggest increase in a year and caught economists by surprise.
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I'll let you be the judge, but I thought the advice from this so-called sales expert was awful. It's so old school. His own example started putting me to sleep. I can't believe he has Fortune 500 companies for clients. What do you think?
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