Many sales people and organizations are always looking for ways to differentiate themselves and impress buyers, in the process they sometimes reach further than they have to, and risk having the opposite effect to the one they intended. One method used by many is accentuating the size of or the degree to which their product [...]
Sales people, and I suppose practitioners in other fields, spend a lot of time, money and effort looking for the “right way” to do things. Many work for organizations that support them in this, some financially, some through process. But I sometimes believe and tell them that perhaps they are focusing on the wrong thing, [...]
A Guest Post By Kelley Robertson
Recent research uncovered almost eighty reasons why customers dislike salespeople. Here are the top seven.
1. Not listening. This was the most cited reason customers dislike salespeople. Too many salespeople neglect to listen to what their customers or prospects say which means they fail to address the key issues that their customer [...]
Sometime watching sales people in action is like watching a tennis match; prospect asks something and we lob back an answer right away. Other times the prospect will make a comment, and we slam back an answer, at times with more top spin than one would ever need. While there are a number of good [...]
Most sales people I know work really hard, and they are to be respected for it, but some work a bit harder than they need to. I am not here to bash them with the old cliché about working smart vs. hard, I think most are working smart. But sometimes they don’t connect their experience [...]
