Persistence in sales can be a valuable trait, but only when we're doing the right things. When we're doing the wrong things, persistence can be harmful, detrimental or even deadly. One afternoon

Communication

Performance

0Comments

Create a Positive Buying Experience

I had a buying experience or two recently that left me feeling frustrated, annoyed and kind of sad. It was frustrating that people could be so blasé about business. And

How to Be Confident in Sales

Some salespeople in our industry are very good at what they do, but they don't get to do enough of it. They don't get to sell as much as they

Did I Say Don’t Cold Call?

Would you believe that some people thought from last week's episode that I was saying not to cold call? However did you get that impression? :) As expected, I got a

Cold Calling: Here’s What I Really Think…

Some people hate even the idea of cold calling. Other people swear by it. But generally, at least once a month, someone will either talk to me about the problems

Get the Hard No in Sales

Sometimes in sales we like to hold out hope that just because someone hasn't said "no" to us, they'll eventually turn into a "yes." And sometimes that happens. But in

How Good Customer Service Can Save Business

Last week, I gave you an example of how poor customer service kills sales. And while the example was retail, it applies to all businesses and industries. So today, I

The Wrong Way to Do Customer Service

In today's podcast, I recall a memorable shopping experience which reminded me there is a right and wrong way to do customer service. It provides a clear example of how

Sales Follow-Up: How Much is Too Much?

Sales follow-up is essential. How often should I follow up with prospects and clients? It's a question I get a lot, and as attention spans have shortened over the years,

« Older Articles