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Did You Ask Your Client Why?

When you enter your first sales job, I think you should be issued a “no deflection unit”. A what? Ya, just what I said. We hear the word “NO” more times than anyone should have to be comfortable with. It’s unfortunate someone hasn’t invented armor to protect our egos along the way.  But as seasoned […]

Quit Chasing Your Competition

It is a fact that paying attention to what the competition is doing can become a job all in itself. What services do they offer, what price points are they at, how can they keep that client? While those are important pieces of information, they may be holding you back. Instead of chasing the competition, […]

Blanket Answers

In society today, we immediately think that we have an answer to our customer’s problem. And it’s just not sales people that do it. Doctors write prescriptions for symptoms because the medication has been known to suppress the symptoms in the past. But what if those symptoms actually lead to a different problem? The symptoms […]