Archive for March, 2016

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

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

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

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

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