Question: How many sales calls should a salesperson make? Answer: In about one out of every two seminars that I do, I hear this question. It springs from a manager’s concern for defining what constitutes a “good sales day.” And salespeople want to know so that they...
What do we do when a customer wants to spread the business between multiple vendors, even though I know we can provide better service? If you are looking for a short, easy solution, there isn’t any. The solution to this, like so many sales problems, is a...
It seems like more and more business people have lost the ability to say no. See if this experience doesn’t sound familiar. I had met with an individual, talked with him personally, and invited him to a small group meeting. He came, interacted positively, and...
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