Ready, Aim, Fire Into 2020

by | Dec 30, 2019 | Sales Basics

The calendar on the wall says it’s that time of year to once again contemplate your sales goals for 2020. You must then determine how you will achieve them. Salespeople are very different in how they approach tasks like this, so different strategies might be employed....

Tech Selling Strategies for the New Year

by | Dec 23, 2019 | Sales Basics

Job descriptions for technicians and other service personnel have universally evolved over the last few years. They now include a sales component. Some have gotten on the bus but many others are pushing back like I used to when Mom passed the broccoli at the dinner...

Has December Drudgery Overtaken You?

by | Dec 16, 2019 | Prospecting

I hope you had a fantastic sales year and made a bucket of money, and plan to take some well-earned time off during the holidays. The bad news is that most salespeople aren’t in that position. They are scrambling to find some folks to talk to during December in hopes...

Here’s How Sales Are Born

by | Dec 9, 2019 | Sales Basics

Many of you are probably familiar with legendary salesman and author Frank Bettger (1888-1981). Somewhere along the way I heard a story recounting when he was a green insurance salesman, struggling daily to get appointments (sound familiar?). As the story goes, one...

Quit Talking and Start Doing

by | Dec 2, 2019 | Prospecting

Recently I read this off season sales-related short story: “I was 23 years old when I started my chimney cleaning business. I ran into another chimney sweep one day in April on Queen Anne Hill in Seattle. April is a slow month for chimney sweeps. As we talked (he was...