Do Your Prospects Want to Spend the Least?

As I (Doug) started my new role as a corporate sales trainer for a national company back in 1996, I well remember the philosophy that was to be imparted to all new sales employees. It was critical for me to stress that the services these folks were being trained to...
Don’t Paralyze Your Prospects

Don’t Paralyze Your Prospects

Photo credit-j2-solutions.com I (Doug) am a meat and potatoes guy, and always have been. Beginning in the mid-1960’s when the first Arby’s opened in Louisville where I grew up, I developed a crush on Arby’s Big Roast Beef Sandwiches. I’ve eaten a multitude of them...

Don’t Leave Your Sales Success to Chance

His request approved, the RNN photographer called the local airport to charter a flight. He was told a Cessna 172 would be waiting, and on arrival at the airfield, he spotted one warming up. Carrying his leather bag, he jumped in, slammed the door and quickly blurted,...

Become an “Amateur Authority”

Have you ever heard the concept called Shoshin; translated as a “beginner’s mind?” Me neither. Maybe because it is actually a tenet of Zen Buddhism, of which I am not an adherent. On the other hand it is the definition of a “beginners mind” that interests me in...

Value is a Moving Target

Salespeople are constantly told to build more value in order to differentiate their products and services from competitors. A swing and a miss happens here when sellers jump in and rattle off features and benefits, even good ones. What is missing is establishing what...

“I Just Want to Get a Price”

MY SIMPLE RESPONSE TO THIS REQUEST IS…DON’T DO IT! Sometimes prospects attempt to short-circuit your selling process by demanding a price, and nothing else. Situations like that are tough to handle, but the worst thing you can do is give in and quote one. Prospects...