RULE #7 You Never Have To Like Prospecting, You Just Have To Do It
griebcw1 Rule #7 : You never have to like prospecting, you just have to do it Prospecting is defined as actively searching for qualified potential buyers. I experienced firsthand how much…
Sales Process
Sales Symbiosis
SchielaAC1 Daniel Pink defines Sales as the ability “to convince someone else to part with resources – not to deprive that person, but to leave him better off in the end.”…
The BANT approach to Sales
cheba1 Building relationships with customers is fun. Selling your item or service to those customers that you have relationships with is also fun. But time unfortunately, is a limited commodity, especially…
That Annoying Customer: Lose Win Situation?
smithza1 Here is the fifth and final edition to this series where we are talking about how to deal with difficult customers. It is going to happen to all sales personal…
Essential but Overlooked Selling Principles
Guentheraf1 Today, I found an article in Forbes online that focused on 10 essential principles of selling that people continue to often get wrong. The Author, Kathy Caprino, actually had the…
Bundled Purchases
weatherstone As I prepare myself to graduate in a couple weeks, I’m looking ahead to my housing needs once I move to Florida. There are countless purchase I will have to…
That Annoying Customer: The Trade Show Approach
We have come across our painful customer once again and this week we are going to learn a tactic on how to keep calm even when your client it driving…
The Free Shipping Tactic
For this post, I want to share about a sales tactic that every reader has likely encountered: free-shipping. You may ask, “how is free shipping a sales tactic?” If you’re…
Selling to Millenials…
As more and more Millennials enter the workforce in a professional capacity, it is very likely that at some point we will engage in B2B sales with a fellow millennial.…
When is Empathy a Good Thing?
nerlichhe1 You are sitting on a plane, there is a woman beside you holding an infant. The baby is crying and squirming and bothering a lot of people. In your opinion,…