September 22, 2022 7:22 amPublished by Dave ClemensLeave your thoughtsThe prospect says, “To make this decision I need more information about the optimum throughput rate on this unit. And comparative data about running times.” The salesperson — Carol —…
August 24, 2022 7:20 amPublished by Dave ClemensLeave your thoughtsHere’s a question nearly every salespeople has asked themselves or their manager: How many times should I try to reach a lead before giving up and moving on? Well, in…
July 19, 2022 7:15 amPublished by Dave ClemensLeave your thoughtsEver have a “Customer From Hell”? You know, the kind who constantly pesters you — often unpleasantly — for additional service that wasn’t in the original deal, or attention to…
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 Software becomes outdated.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…
