The world is changing. The craft of selling is changing. I have been spending a lot of time lately working with younger people. Dare I call them “hotshots.” These salespeople are two generations removed from my own demographic and actually most of our industry’s demographic. Yup, they are mostly thirty years old or even younger […]
Get To Know Your Customers
No matter what you do, understanding your customers is crucial for any business to thrive. You have to have a complete understanding of who they are, what business they are in and what it takes for them to be successful. In short you have to see things from their perspective. Too often we assume to […]
The Possibility Of Opportunity
So many times, we are so immersed in what we are doing that we don’t have time to lift our heads and open our eyes and our minds to the possibility of opportunity. This can be a problem since being open to opportunities is crucial for success in sales as it is in all of […]
What Are You Afraid Of?
The fear of “No” When you get right down to it, the reason most salespeople are so scared of getting out there in front of customers and potential customers is the fear of the word “No”. That dreadful tiny little word that has so often ruined sales careers. Think about that for a minute. […]