June 15, 2022 7:43 amPublished by Dave ClemensLeave your thoughtsQuestion: Should salespeople be product-oriented, or customer-oriented? Well, duh. Every salesperson with more than 30 minutes of experience knows it’s the latter. And yet research shows that salespeople regularly stumble…
May 18, 2022 7:17 amPublished by Dave ClemensLeave your thoughtsYou’re visiting a customer you haven’t spoken to lately. On the desk, you see a trade magazine opened to an ad for one of your competitors. A coincidence? Maybe. Maybe…
April 19, 2022 6:40 amPublished by Dave ClemensLeave your thoughtsTrue or false: Salespeople should emphatically NOT ask their prospects stupid questions. True. True or false: Salespeople SHOULD emphatically ask their prospects stupid questions. Also True. Huh? How can both…
March 24, 2022 7:26 amPublished by Dave ClemensLeave your thoughtsSalespeople are taught to be persistent. On the other hand, salespeople are human, and when a prospect says “no” — to a meeting or demo, or to the sale itself…
February 16, 2022 7:37 amPublished by Dave ClemensLeave your thoughtsIf I proposed to tell you in this blog post that as a salesperson, you need confidence, you’d be absolutely justified in navigating away to something more interesting. Salespeople know…
January 18, 2022 7:05 amPublished by Dave ClemensLeave your thoughtsNo matter what you sell, there’s a likelihood that your product or service carries some risk. Financial investments may lose value. Products might break. Software becomes outdated. A consultant’s advice…
November 17, 2021 7:12 amPublished by Dave ClemensLeave your thoughtsThe most successful salespeople know it’s far more efficient to sell to existing customers than to slog through a bunch of cold calls. They also understand that upselling, when done…
October 13, 2021 8:13 amPublished by Dave ClemensLeave your thoughtsYou’re a savvy sales professional, and you know it doesn’t do any good to trot out product benefits that don’t interest your buyers. You make sure to align the benefits…
September 21, 2021 7:24 amPublished by Dave ClemensLeave your thoughtsSalespeople should always be looking for ways to upsell their buyers. Right? After all, selling more and better product to existing customers is easier than beating the bushes for new…
August 24, 2021 7:38 amPublished by Dave ClemensLeave your thoughtsYou’ve won over the prospect you’ve been wooing for months. He’s convinced you’re offering great value with your product and is ready to close. And now, all you need is…
