Items Tagged with 'sales'

ARTICLES

It’s Thanksgiving: say thanks

November 21, 2014
It’s Thanksgiving! It’s the coolest holiday of the year to me. I love Thanksgiving. Food, family — you name it. It’s a time to be thankful. Read More

What do you do when workplace ‘change’ happens?

November 7, 2014
For most people, “change” is a mixture of what was, what used to be, what is present, what I’m being faced with now, what I believe the future holds and what I have to change to face that future. Read More

Why your sales process or sales system doesn't work

September 26, 2014
Are you being forced to sell someone else’s way? Are you uncomfortable using a “system” of selling? Read More

The overlooked power that may be your sales kryptonite

September 5, 2014
I see, therefore I learn. I see, therefore I think. I learn and I think, therefore I reason and respond. Read More

Easiest way to make a sale? Start at the top!

August 15, 2014
If you’ve never been to the Guggenheim Museum in New York City, you’re missing an exceptional experience and an incredible lesson in sales. Read More

The slight difference in proactive thinking is money

August 8, 2014
Have you ever thought about the way you think? How do thoughts just pop into your head? How do you create an idea? Read More

Salespeople have questions — Jeffrey has answers

August 1, 2014
Jeffrey, As you often suggest, my company is going to start filming client video testimonials. There will be some clients we would not invite to give a testimonial due to their less than stellar reputation in our community. What is the diplomatic response to such clients if they ask, "How come you didn't ask me to do a testimonial?" Leonard Read More

The ultimate response to 'I want to think about it'

July 25, 2014
When a customer says, “I want to think about it,” or “I need some time to think it over,” it's one of the most frustrating expressions a salesperson can hear. Read More

It is not the responsibility of the salesperson to close the sale

July 4, 2014
It never ceases to amaze me how many people still ask me, “What's the best way to close a sale?” Read More

You cannot ignore the present — it’s where your sales are

June 20, 2014
My sales perspective flies in the face of traditional selling. And it’s not just a disruption; it’s the new way of sales. What’s your perspective? Read More