Selling Services to Introverts

To kick start our conversation today, here are a handful of actual ‘tweets’ from introverts posted on Twitter: -“Being an introvert is basically liking your friends but wanting them to leave at the same time.” -“I have an internet hangover. I was around too many...

Identifying and Impeaching Incumbents

Every B2B salesperson has more than one company in their funnel they want to sell, but can’t figure out how to impeach the incumbent who is their current vendor. When you have attempted to break through you get the same old jazz, “Thanks but we’re satisfied with the...

It Pays to Praise

Just like deli meat gets sandwiched between two pieces of bread, most managers insert a thin slice of praise between two thick slices of criticism. Often it’s such a thin slice that the salesperson can’t even taste it. There is an ancient maxim that says, “A bit...

Buying Signals, Not Traffic Signals!

Picture driving your vehicle through a strange town while looking for a particular restaurant or specialty shop. Now visualize seeing your destination as you pass right by as your spouse squeals and points, “There it is; honey you passed it. Turn around right up here...

Selling Stumbles Salespeople Share

On a quiet 2013 Tuesday night in Germany, an 1,100-pound bomb exploded… killing three men. This wasn’t a terrorist attack. The active bomb had been buried for nearly seven decades. You see, the three victims were experts on disposing of World War II-era...