March 26, 2024 7:08 amPublished by Dave ClemensLeave your thoughts
Know what “tag questions” are? Maybe you don’t recognize the term. But you’ve undoubtedly heard them used. It’s when someone states a position, then puts a short “tag” at the…
February 20, 2024 7:25 amPublished by Dave ClemensLeave your thoughts
Imagine you’re doing an account review with a longtime client — let’s call her Jane. At the end, Jane says, “By the way, I read an article about some new…
January 30, 2024 7:16 amPublished by Dave ClemensLeave your thoughts
The more prospects you have in your pipeline, the more sales you’ll eventually make. It sounds so reasonable, even inevitable. Yet research from a leading sales consultancy demonstrates that this…
December 19, 2023 7:11 amPublished by Dave ClemensLeave your thoughts
When you closed that big sale a month ago, your buyer was enthusiastic. She was eager to get your solution in place and start reaping the benefits. But now that…
November 22, 2023 7:06 amPublished by Dave ClemensLeave your thoughts
Every salesperson knows that there are times, like the end-of-year holidays, when you may want to give a good customer a gift, depending on the kind of relationship you have….
October 17, 2023 7:03 amPublished by Dave ClemensLeave your thoughts
Imagine you’ve just taken a call from a big customer who is convinced his monthly bill is steadily getting higher. It’s not — you checked. There’s been some monthly fluctuation,…
September 19, 2023 7:16 amPublished by Dave ClemensLeave your thoughts
Imagine you’ve been introduced to a stranger at a party – let’s call him Larry – who lets you know immediately that he comes from an old-money family, graduated summa…
August 22, 2023 7:02 amPublished by Dave ClemensLeave your thoughts
Why is it so hard for salespeople to stopping talking? Sales professionals know, on an intellectual level, how important it is to talk less and listen more. They know what…
July 25, 2023 7:09 amPublished by Dave ClemensLeave your thoughts
Is it fun to encounter a customer who’s spitting mad about something you sold them, a late delivery, or an after-sales service failure? No. Can it be a good thing…
June 29, 2023 7:05 amPublished by Dave ClemensLeave your thoughts
Most sales professionals have heard anecdotal talk about body language and what it signals. You may have heard, for instance, that if your buyer looks up and to the right,…