24 Weeks

Quite often, we hear from our prospects when faced with a proposal for our services/equipment, that the initial cost is ‘too much.’  While that is a reasonable concern from them (after all they are the ones that pay the price), we should be attempting to help them look at the net cost vs. the initial […]

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Don’t try to specialize in everything.  I will always try to find other salespeople that serve the same target market I am working and see if we can bundle services, team market, give each other business, and share information.
Don’t be afraid to give up small sales to make big sales.  If you have a nice, […]

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Now for one of the most important skills to have in your vast sales repertoire….
Ready?  You sure?
Here it goes:  Learn to say your sorry.
As funny as it sounds, this can be one of the most important skills you possess as a salesperson.  The reason this is true is because you WILL make mistakes.  Many of […]

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Having witnessed (suffered through) many different sales seminars in my career I find myself compelled to speak to the issue of incorporating roleplaying into sales training.
When I first started in sales at a copier company in No. VA I remember with horror the roleplaying sessions we would have in our demo room.  One, poor unfortunate […]

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Resilience:
re·sil·ience      /rɪˈzɪlyəns, -ˈzɪliəns/ Pronunciation Key - Show Spelled Pronunciation[ri-zil-yuhns, -zil-ee-uhns] Pronunciation Key - Show IPA Pronunciation
–noun

1.
the power or ability to return to the original form, position, etc., after being bent, compressed, or stretched; elasticity.

2.
ability to recover readily from illness, depression, adversity, or the like; buoyancy.

Also, re·sil·ien·cy.

[Origin: 1620–30; < L resili(éns), prp. of […]

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