No heavy artillery? No bullets flying? It doesn’t sound like much of a war. But, this could mean life or death for your business. When global giants like the US, China, and the EU clash, companies get caught in the crossfire. The battle around steel has been...
I find it a bit bewildering that every company on earth hasn’t figured out this amazingly simple and low tech sales tool. It's especially useful for business owners and salespeople. Since you may not have considered this, I am here to share it with you. Surprise!...
You Are Slowing Down the Sales Process! "I hate it when I get to the point where I am closing a deal, where I thought everything was going great and out of nowhere the prospect throws out an objection. I am thinking, "Why now?" "Why are you objecting, when all...
In part one of this series I mentioned that a successful trade show plan has 3 phases; what you do before the event, during the event and after the event. The work you do before should make your work at the trade show easier. Preparation will assure you can meet...
How often do you lower the price of your product or service to close a deal? Many times objections come up during the sales process and we are too quick to appease with a price reduction. Price can be a smoke screen and if we rush too quickly to solve for that, we...
How to Close More Business Over the Phone By Jeb Blount, reprinted from SalesGravy.com While attending a conference last month a fan walked up to me and asked, "Do you think outside sales is dead?" The question set me back on my heels for a moment. I've been in...
by Michael Dalton (reprinted from the Sales Gravy Newsletter) I read perhaps fifty sales advice articles every month. While some of what I read is theoretical, technical or simply a disguised sales pitch, most of it is pure gold. I believe this little grab bag of...