Essentials of Selling

Building a Resilient Sales Force

Everyone appreciates a durable product.  We like it when we buy a quality item, and it lasts for a long time and if applicable, provides us with excellent service. On a much larger scale, investors appreciate durable businesses that provide long-term, sustainable returns on their investment.  Moreover, as an investor, you know that discovering durable …

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Is It Hard to Buy What You Are Selling?

Are you in a business where you have numerous competitors? If your answer is “yes” here is something to consider: How difficult is the buying process from your customer’s perspective? It surprises me how some companies make it challenging for a prospect to buy their product or service. What’s more, the situation might be that …

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Three Strategies to Motivate Your Sales Team to Take Ownership

In my previous article, “Think Like an Entrepreneur,” I outlined the benefits that result when salespeople think and act like owners of the business they represent.  One of my readers commented that “it is easier said than done to get salespeople (or employees in general) to act like owners.” I completely agree with my reader; …

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Are Your Sales Being Derailed By a Rule Maker?

What can a salesperson do when he realizes that a rule maker manages the business he represents? What do I mean when I say that a rule maker manages the business? It means that over time, an empowered manager implements unnecessary rules to curtail the company’s expressed service and to lower expectations on delivered goods …

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