Skip to content

Archive for

26
Jul

Standing Out From the Crowd

Check out the following set of random words:
 
water, life, dog, line, home, mouse,
field, ball, apple, sheep, head, rabbit,
bone, goat, maharishi, hill, cow,
oar, donkey, crop, wing, door.
 
Did any word pop out at you?
 
Most people will say the word “maharishi” stands out. Why? Read more »

19
Jul

Short-Term vs Long-Term Selling Strategy

Maybe I’m just on a streak, but it seems like I have been experiencing more and more salespeople/service providers who overpromise and under deliver, coming back after the fact with arguments about schedule and cost. 
 
I am getting the feeling that this is part of some companies’ strategies but “SELLER BEWARE!” Read more »

12
Jul

Your Clients May Be Salespeople Too

The ultimate gift we can bring to a client or prospect is an introduction to someone who might become a client of his or hers. 
 
Sometimes we get so focused on people as our buyers that we forget that they are often sellers too.  Read more »

5
Jul

The Psychology of Rejection – Stay on the Case

We all hate being rejected and our natural inclination is disappointment and the urge to move on. But not so fast…
 
While the buyer thinks he has a deal with your competitor, something like 20% of all deals fall apart between the handshake and the actual closing. Read more »