Items Tagged with 'sales'

ARTICLES

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

Sales people have questions. Jeffrey has answers

June 13, 2014
I get a ton of emails from people seeking insight or asking me to solve their sales dilemmas. Read More

Finding the elusive decision maker — and then what?

May 9, 2014
Jeffrey, I speak with many people in organizations who want you to think they are the decision maker when in fact they are not. I have wasted too many emails and follow-ups on people who can’t help. How do you ask without hurting the relationship you may have built? How do you determine the real decision maker? Steve Read More

Lynch Sales Co. marks 100 years of consulting with clients

Despite a global reach, family ownership remains the company’s foundation.

May 2, 2014
This year marks a century that Lynch Sales Co. has been in business. Read More

The biggest thing sales leaders are apt to overlook: sales!

April 25, 2014
Dear Jeffrey, I’m a big fan of your weekly column, especially the one about making sales vs. measuring sales activity. Read More

The questions that matter most in a sales presentation

March 28, 2014
When you’re giving your sales presentation, do you really know what the customer is thinking or what they’re asking themselves as you’re presenting? Read More

How is a cup of coffee like a sale? When it’s with a customer!

February 7, 2014
I like coffee. Dark, black coffee. Espresso. No cream. No sugar. Just dark, black coffee. You? Read More

Salespeople have questions, and Jeffrey has answers

January 24, 2014
I get a ton of emails from people seeking insight or asking me to solve their sales dilemmas. Read More

Thanking customers: Why not start by thanking yourself?

December 6, 2013
As the commercialism of Thanksgiving fades into the commercialism of Christmas (or whatever name you’re allowed to call it these days), several thoughts have occurred to me that will impact you as a person and as a salesperson, and your business. Read More