Most customers see sales reps as a necessary evil. They endure them because they need to, not because they want to. But of course they like your sales people…Don’t they?… Read more
Archive for March, 2016
Posted on Tuesday March 22, 2016
Posted on Tuesday March 15, 2016
The idea of building rapport on the first sales call is dead. It’s been dead for a long time. We all know it’s dead, but have been in denial about… Read more
Posted on Tuesday March 8, 2016
Getting information from a buyer can be a tough process. Sometimes they deliberately put up a metaphorical brick wall to keep the seller out. If you question the bricks (specifications,… Read more
Posted on Monday March 7, 2016
Sales reps need to gather more information to better service the customers needs. Without this they are just the same as every other supplier. Sales reps have three problems that… Read more
Posted on Tuesday March 1, 2016
I love the precision of flying. The captain makes an announcement that we will be pushing back from the terminal in 4 minutes and the flight will take 1 hour and 27 minutes to… Read more