This category contains 9 posts

5 Questions Your Prospects are Silently Asking

There are five questions every prospect is asking about you the salesperson, according to the great #Jeb Blount #@SalesGravy; Do I like you? Do you listen to me? Do you make me feel important or significant? Do you get me and my problems do you understand me? Do I trust and believe you? I will … Continue reading

Sell Bigger Deals

In distribution sales, we have the option of selling many different things. Some items we sell are small, low dollar, individual skus, but others like equipment are several thousand dollars. Selling smaller dollar items can be strategically advantageous in getting started with a new customer, but it is easy to habitually sell them to the … Continue reading

The Power Sales Demo

 “Tell me and I’ll forget; show me and I may remember; involve me and I’ll understand.”…  Chinese proverb. The Chinese apparently know a thing or two about selling:)   A good demo validates the claims you make during your proposal and makes them believable.  They are especially powerful if you sell a tangible product! People … Continue reading

Mindset is Critical for Effective Problem Solving

Sales Call Planning Specifics

My last article covered a few of the basics relating to planning to sell. I covered the importance of product knowledge and developing sales skills. Today I want to show you how to formally plan to make a call using a sales pre-call planning sheet. Pre-sales call sheets force you to think about the elements … Continue reading

Preparing to Sell

Must have product knowledge and sales skills to win in sales Continue reading

Basics that Lead to Sales Success

There are fundamental principles in every profession that must be practiced in order to succeed Continue reading

Getting Started in Sales

Welcome to the Sales World! Being new in sales is exciting and challenging all at the same time. It is a little like being in Starfleet and a crew member on the USS Enterprise… exploring brave new worlds where YOU have never gone before. Fortunately, others HAVE gone there! Me for example. Continue reading

Sales Training and Sales Coaching

I am happy to provide some on-going insight that I trust will benefit salespeople and sales management from a very practical, hands-on, perspective. I have spent many years selling and teaching others how to sell. We are blessed to live in a world where resources are available to us that will increase our value to … Continue reading