When selling it’s important to have a process…steps that you follow each and every time to help a prospect complete the buyer journey and, hopefully, choose to do business with you. The first step has got to be establishing rapport. If […]
Motivating Sales Reps
It’s my belief that the only one that can motivate you is yourself. That said, part of a sales manager’s job description is motivating their sales team. I suggest that if you want to motivate the salespeople who work for […]
How Long Should I follow Up For? Be Politely Persistent
I get this question a lot. “When is it time to give up on a deal?” “How long should I follow up for?” “How much follow-up is too much?” My experience is that reps either give up way too easily, […]
Negotiating – The Golden Rule
How can I negotiate more effectively? This is one of the aspects of selling I get asked about on a regular basis. “What do I need to do to make sure I get my price?” (or as close as possible) […]