Sell More by Selling Less When I started selling, I followed what the senior guys did and of course what management told me. What was that? Organize the sales territory by customer and work out a sales call schedule that made the best use of my travel time....
Become More Popular Do you wish that life were easier? Do you wish you had a wider circle of friends from diverse backgrounds? Do you wish that there were always someone to turn to no matter what challenges you face? Don’t you wish you were more popular? Many of...
Yes, let the prospect write the pitch! It does not matter if you pitch on the telephone, in an elevator, in a face-to-face meeting or at a networking meeting. Most salespeople spend hours writing a script that they push onto prospects. We can see these pitches coming...
Price Objection Lowering price, as a reaction to price objection, is the very worst way to improve business. It strips away profits and turns your business into a commodity. There is not a week goes by that I do not hear the painful problems of salespeople, sales...
People just lie, some people are more habitual at lying than others. Some people lie because they are worried of the outcome, some people lie to avoid problems, some people lie because they just like lying. How good are you at spotting a lie? Do you see it happen or...
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