Competition is fiercer today than ever before, and no matter how much you focus on data, analytics, and performance, it may surprise you that what ultimately matters most to people is the human touch.  Companies don’t make decisions—people do, and people make the most crucial business decisions for personal reasons. It may come as a…

fear of rejection

Are you paralyzed by fear? Good. What you’re afraid to do, you must do. The question you’re afraid to ask, you must ask. In this article, I will look at “getting out on the skinny branches.” Failure is inevitable. Resilience is a life skill, one that will fill your soul and your pocket.  “I learned…

right questions for sales

You may be asking yourself, “Why didn’t I get the follow-up meeting with that recent prospect?” You asked all the right questions and got the answers you needed to qualify them. You had their budget, knew their goals and needs, and their time frame to make the decision. You knew who the decision maker was,…

success small business

I’ve spent a lot of that time wondering why salespeople and business owners selling the same things and following the same processes can have such vastly different results.  How can salespeople in the same auto dealership, real estate agents in the same marketplace, and sellers of similar products, for example, produce such different outcomes? It…

Most people are aware that the real economic engine in the United States is small business. In fact, most would agree that small businesses are the foundation of the economy. Very little provides more satisfaction than building and running a successful small business, but many small businesses make a fatal mistake at the outset: they…

In the world of sales and customer service, what people say and what they mean are not always the same thing. Unfortunately, many of us are listening impaired when it comes to getting to the heart of our customers’ messages. Maybe in six months. I’m just looking. I can get it on sale somewhere else….

great sales presentations

Some salespeople are silly enough to think that if they talk longer, they add more value or get their point across more effectively. Actually, any prospect or potential buyer you ask is eager for your pitch to be presented as efficiently and memorably as possible. Here are 8 tips to make your message memorable. 1….

feelings

Everyone knows, a customer’s decision to buy is not rational. Whether the choice is trivial, like choosing a beer brand, a shirt color, or a menu item, or is important like choosing a spouse, a religion, or a job, careful consideration takes a back seat. We choose the option that feels right at the time and,…

tim brown

Contributors: Tim Brown and Dan Streeter The world of sales is changing. Technology seems to be driving the sales vehicle in today’s society, but it’s the old-school, tried-and-true, consultative techniques that separate the good from the great sales professional. When we discuss old-school techniques, we think of our old-school heroes such as Zig Ziglar, Harvey McKay,…