Gender Bender: Recession Selling: Four Things to Know about Selling to Men
Several men have surprised me in the past few weeks, and it wasn't with flowers and chocolates. Actually, it was what they said that...
Gender Bender: Why Women-Owned Businesses Are Beating the Recession
When selling to female business owners, do not mention "doom and gloom." Women are working from an entirely different point of view, with many...
Gender Bender: Three Sell-to-Women Tips From the New Sales Trenches
You may be wondering what—if anything—is selling today. The "news at 6" gang would have us believe the financial sky continues to fall. But...
Back to Basics: The Eight ‘Follow or Else’ Rules of Selling
We live in a quick-fix society, so it's no wonder that many salespeople look for the magic cure or band-aid solution to increase their...
Back to Basics: The Rules of Selling
We live in a quick-fix society, so it's little wonder why many salespeople look for the magic cure or band-aid solution to increase their...
Back to Basics: Don’t Be a Communist Salesperson
In a communist country virtually everyone is treated the same. Unfortunately, many sales reps take the same approach and treat all of their customers...
Back to Basics: The Fastest, Easiest Ways to Lose a Prospect’s Attention
When you make contact with a new prospect—either by telephone or in a face-to-face meeting—you have an extremely short window of time to connect...
Back to Basics: Cost Versus Worth
"How much will this cost?" Many salespeople shudder when faced with this question. They stutter, stammer, and hem and haw. Not that you...
Back to Basics: Pick at the Scab
Sales professionals usually ask a few questions in order to gain a better understanding of their prospect's situation. Most of them, however, don't probe...
Back to Basics: Sales Strategies for a Tough Economy
Times are tough. Companies are cutting back, people are tightening their belts and many decision-makers are holding off on major purchases. However, your company...
