Effective salespeople and sales organizations understand the value of collecting good information about their prospects and customers. Good information leads to good decisions. Measuring sales potential in each account is something the most effective salesperson will...
Why is it so difficult for us to do what we want to do? I believe there are two primary forces: Habit and Self-Image. Q. My salespeople all acknowledge the wisdom of spending more time in their high potential accounts, but they don’t do it. How can I get them to...
Question: Our “A” customers bring in 90% of our business. How much time or effort would you put into your “B” customers to bring them up to “A” customers? Answer: This is the kind of question I field in almost every one of my seminars. The answer is a little more...
Here are ten commandments that sales professionals should follow to ensure they follow ethical sales practices. 1. Ethical salespeople don’t intentionally misrepresent anything. Never, never, never lie to a customer. About anything. Ever. Period. 2. Fix any...
Sales system gunk is any practice that detracts the salesperson from spending time with customers. Recently, one of the salespeople with whom I was working volunteered that he often obtained demonstration samples by coming into the office, visiting the warehouse,...
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