As someone who makes my living speaking and training on sales, I am, of course, a member of the National Speakers Association. Which means that last week I was in Indianapolis for the 2012 NSA Annual Convention. More …
Is Price All That Matters?
Too many salespeople, professionals and business owners labor under the belief that customers are only looking for the cheapest possible price on everything. As a result, they undervalue what they sell, discount when they …
How to Stop Selling to the Wrong Prospects
If your sales aren’t what you wish they were, odds are you’re wasting too much time and energy on the wrong prospects. Who exactly are the wrong prospects? And how can you make sure you’re not wasting your sales efforts on …
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Six Sales Questions You Should Stop Asking
You hear it again and again: “In sales, it’s important to ask good questions.” The problem is, nobody ever tells you exactly what those questions are. As a result, too many salespeople, business owners and professionals …
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Sales Advice from Hannibal Lecter
Hannibal Lecter would have made a great salesperson. And by that, I don’t mean that he’d eat the competition for lunch. The cannibalistic psychiatrist in The Silence of the Lambs understood that people’s actions are a …
39 Useful Things to Post on Twitter
Twitter—like other social media sites—has enormous potential as a sales tool. The micro-blogging service gives you a direct, unfiltered communication channel with both prospects and existing customers. It’s unlimited PR in …
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