If the price concern is something that gets in the way of helping a prospect to buy from you, then Marshall W. Northcott may have some ideas for you to consider. A few months ago on LinkedIn I met Marshall through a discussion post. I liked what he had to say, emailed him to connect [...]

read more from this topic.....

As an introvert it’s not unusual for someone to say, “How can you be interested in a car like a Ferrari?” Okay I get it; Ferrari’s are flashy and loud which is uncharacteristic of introverts. Just what does this have to do with introverts and selling?
Until you drive one you may not understand this, [...]

read more from this topic.....

Surviving a Bad Economy- “Live to Fight Another Day in Sales”
makes an often overlooked point for people who sell, “Complicated problems are often coated with simplicity in the way they are solved.” You will find a list of practical ideas like: “Wake up earlier. Work longer. Exercise more. Make the extra call. Read [...]

read more from this topic.....

Salespeople usually have their eye on the sale; the sale is their goal so that’s the focus. How would a focus on sales follow-up be more effective for greater sales success?

read more from this topic.....