I get a lot of Ezine topic requests each week, and the majority of them are requests for different questioning techniques to use during the qualification stage. I?m glad to see these requests because it means people understand the importance of identifying and then spending time with buyers. I’ve written many feature articles over the […]
I don?t have to tell you that times are hard for companies these days. And that means hard on you, the sales rep, too. Now when companies tell you that they don?t have the budget, you really believe them, don?t you? Well not the Top 20%. Top 20% producers are still making 80% of the […]
Let?s face it ? we?re all busy. This is especially true if you are cold calling and are lucky enough to actually get a decision maker on the phone. Just like you, they?ll be in the middle of at least three things and be on their way to or from a meeting. Because of this, […]
First of all, did you know that you are talking to yourself all day long? (You’re thinking, “Do I talk to myself? What does he mean, talk to myself? I don’t talk to myself!”) Psychologists estimate that you are talking to yourself at a rate of 1,200 to 1,500 words a minute (in contrast, when […]
If I gave you a pencil and asked you to sell it, how would you go about it? This is one of the most basic of interview questions for sales reps, and the answer reveals so much about your previous training, your understanding of the sales process, and ultimately about what kind of sales rep […]
