Persistence in Sales Can Be Deadly
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
Category
Communication
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
Leading Prospects Off of Social Media
As a professional in our industry, you probably differentiate between your online and offline activities. You may further differentiate between your personal online activities and your business online activities. Or
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