FEATURED ARTICLE
Why Prospects Ghost You And What To Do About It
As salespeople everyone has had the situation where a decision-maker told us they were interested, asked us to follow-up at another time, and now after several follow-up calls and e-mails, we can’t get ahold of them and can’t get them to return our calls. So, why are prospects ghosting you and what can you do about it?
Chain Saw Age 1980s Archive Copies Now Available
A detailed history of products, technology, events, issues and industry personnel is captured in newly released, 1980s-vintage sets of Chain Saw Age magazine. Every issue of Chain Saw Age throughout…
Ideas On How To Handle Inventory Issues
Keep in mind that almost all other industries are experiencing the same shortage in inventory. Unless someone is living under a rock, they know this. Simply say, “Joe, as you know, cars, computer chips, every single industry is dealing with inventory issues right now…
Conversations With Prospects
I was recently in a sales meeting for a company that I just started working with. One of the subjects that came up was how to handle the first interaction with the prospect. By first interaction, I’m referring to the first conversation…
Emotional Control & Selling
Sales is a transfer of emotion. If we are nervous, our customer will be nervous. If we are aggressive, which means we don’t really care, we are just there for the order, our customers will be defensive. When we are calm and prepared, our customers will have a…
Have You Ever Really Thought About Motivation?
We are in the motivation business. We try to motivate others to say yes to our idea, our proposal or our deal. Most of you reading this are pretty darn good at it. What about self -motivation? I work with salespeople and sales teams who want to increase their sales. Some of these teams have technique…