The best presentation you give should be the one that your prospect never sees. Although this seems counterintuitive, you must first understand where your prospect is coming from in order…
At some point, every salesman has been in a bidding war. Inevitably there will be a company advertising a large project, and will have salesmen from several companies come in.…
Buoyancy is something that you need to learn how to do in sales if you want to be successful. There are plenty of salesmen who go door to door and…
The Sandler Rule, “A Decision not to make a decision is a decision” is unexpectedly important in the realm of education. Educators have to make lots of important decision for…
You might be wondering, for good reason, what the FBI has to do with sales. Enter the world of hostage negotiation. If you’re unfamiliar with the situation, let me set…
Buyer’s remorse is something that I’ve experienced from time to time, and it is not a fun experience. I think that as a salesperson it is important to think about.…
The best sales pitch you can give is one that the prospect won’t even realize what is happening. Everyone is used to getting pitched to, typically traditional sales pitches will…
Clarity is important in the sales process, according to Pink, and I wanted to dig more into why. If someone is in sales one of the keys things, they need…
Learning how optimism affects sales was interesting to me. Some of the stats are undeniable in how much sales are affecting by being an optimist. When we talked about how…
Being ethical in selling is of great importance. It is because being just and truthful in your sales conversations makes for a better salesman than most. Salespeople today usually get…
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