22Mar
Don’t overthink it. At the end of the day, selling is a basic human interaction. You are selling as you go about your social interactions online and offline. It is the imagination that it’s not, that magnifies a molehill...
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15Mar
Why is the sales cycle called, well, a cycle? Yet, it’s anything, but? A cycle implies a circle. Incredibly smooth and perfectly round. But, in practice, there’s nothing smooth nor round about the sales cycle is there? The movement...
08Mar
Shame on you for doing this! You should be thrown in a dungeon and the key thrown away. Shame on you, employer, for refusing to pay sales commissions rightfully earned. Three salesmen I know faced the same predicament from...
01Mar
RE: Salesperson wanting to be sales manager Dear Salesman, So you want that sales manager’s job because, “He doesn’t have to sell”, or, because, “He earns a much bigger salary”; well, read this. Sales management calls for different qualities...
22Feb
It is ok to send your buyer to the competition. “But I could lose them for life. In fact, there was this one I referred to a competing bank because it had the service he wanted. He was so...
15Feb
“I’ve just had an accident, and…,” the client nonchalantly starts to explain to his insurance company. Suddenly, he is interrupted with a sincere and heartfelt, “Are you OK?” by the representative who answered the call. The client’s eyes light...
