December 20, 2022 7:17 amPublished by Dave ClemensLeave your thoughts
For salespeople, “yes” is good and “no” bad. We all want to hear customers say “yes” — to an appointment, a demo, eventually a sale. We hate to hear a…
November 22, 2022 7:01 amPublished by Dave ClemensLeave your thoughts
You’ve just gotten a verbal agreement on big deal you’ve been working on for three months. Your buyer tells you to come back the next day with the paperwork. But…
October 27, 2022 7:29 amPublished by Dave ClemensLeave your thoughts
If you’re very, very lucky, you may sell a product or service that is completely unique, without any serious competitor in sight. And because your offering is one-of-a-kind, you never…
September 22, 2022 7:22 amPublished by Dave ClemensLeave your thoughts
The 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 thoughts
Here’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 thoughts
Ever 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 thoughts
Question: 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 thoughts
You’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 thoughts
True 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 thoughts
Salespeople 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…
