The 3 Fundamental Forces of Sales
horstjk1 There are three major and fundamental forces that drive individuals into sales: entrepreneurship, elasticity and ed-med. What are these forces and why do they move people into sales? Entrepreneurship is…
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How To Think Like A Salesperson
Selling is a highly psychological phenomenon, it involves all kinds of components for both sides of the sales equation. Selling requires relationship, communication, persuasion, decision-making, emotions, values, goals and risk.…
Traditional Selling vs. Non-Sales Selling
In all sales, there are two dimensions of sales: inside sales and outside sales. What are these two dimensions and how are they used in traditional sales as well as…
The Modern Salesman
Sales are the heartbeat of every business. A business can have products and engineers and accountants and investments but without sales, a business’ lifetime will always be limited. One in…
Why It’s Difficult To Be A Salesman
In sales, a salesman or woman is working with consumers or prospects who bring misconceptions, baggage and premeditated defense tactics to the sales process. The modern salesperson is generally viewed…
Why Sales?
There are three major and fundamental forces that drive individuals into sales: entrepreneurship, elasticity and ed-med. What are these forces and why do they move people into sales? Entrepreneurship is…
The Psychology of Sales
Selling is a highly psychological phenomenon, it involves all kinds of components for both sides of the sales equation. Selling requires relationship, communication, persuasion, decision-making, emotions, values, goals and risk.…
The Dimensions of Selling
In my last blog post I introduced the concept of non-sales selling. Well, in all sales, there are two dimensions of sales: inside sales and outside sales. What are these…
Everyone’s A Salesperson
Sales are the heartbeat of every business. A business can have products and engineers and accountants and investments but without sales, a business’ lifetime will always be limited. One in…
Negative Associations of the Modern Salesperson
In sales, a salesman or woman is working with consumers or prospects who bring misconceptions, baggage and premeditated defense tactics to the sales process. The modern salesperson is generally viewed…