Sometimes The Biggest Sales Problems Have the Simplest Solutions

Some of my long-term problems had such simple solutions. If only I had thought of the obvious solutions first. For example: For decades, I could not drive for much longer than two to two and a half hours before my eyes would get so heavy that I risked falling asleep at the wheel. Day or night, year after year, all of our trips were based on how far I might have to drive. And then I discovered the solution. Sunglasses.

Read More

Consultative Sales Approach Strategies

In today’s B2B market, it’s not enough to be the best salesperson in the room. Most buyers prefer to do their own research, comparing competitor options before they make a final decision. That’s where consultative selling can help you stand out. B2B buyers have an endless array of options to choose from, with new products and services launching every day

Read More

Selling and the Need for Speed

Power Boats? The 10 fastest in the world reach speeds of up to 317 MPH.

Salespeople tend to be in a rush to present - before an opportunity is even qualified. Most salespeople are in such a hurry that they completely skip things like qualifying and discovery. And when salespeople do perform discovery they accept the very first indicator they hear and rush to explain how their product or service addresses that indicator,

Read More