One of the biggest mistakes sales people make is overestimating their customers’ … [Read more...]
Tag: Execution
Customers Don't Know How To Buy!
Dear Mr. Customer: I Try Hard To Be A Great Sales Professional...... Posted on May, 2011
Last week, I met with a sales team I’d been coaching on a large opportunity. … [Read more...]
Are We UnderPerforming Our Potential? Posted on May, 2011
Last month's Harvard Business Review focus on, of all things, Failure. One of … [Read more...]
Sales IS A Numbers Game! Posted on May, 2011
Sales is a numbers game--there is absolutely no doubt about that. Our "numbers" … [Read more...]
You Need To Know What's Keeping Them Up At Night! Posted on April, 2011
"What's keeping you up at night?" It's a classic question many sales people use … [Read more...]
It Doesn't Matter What We Know, It's What The Buyer Needs Posted on April, 2011
Companies spend $100's of millions every year in training sales people about … [Read more...]
Purposefulness--Getting What We Want versus Getting What We Get Posted on April, 2011
As sales professionals, we all know what we want----We want to win the deal, We … [Read more...]
When Customers Really Want To Buy--Perishable Demand! Posted on April, 2011
A couple of weeks ago, I really needed to make a relatively major purchase in … [Read more...]
There's More To The Discovery Process Than Identifying Needs! Posted on April, 2011
After Qualifying, I believe the Discovery Phase of the sales process is the … [Read more...]
Principles Trump Process! Posted on April, 2011
On Friday, I had the pleasure of speaking with my friend Charlie Green (as well … [Read more...]
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