sales skills

Customers Who Don’t Know What’s Good for Themselves? You are an expert complex sales professional and you know how to use prospecting to your advantage. Before you even make a cold call you have already done solid research on your client and are ready to deliver to them multiple reasons why your solution can benefit...
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Sales Chess Versus Sales Checkers What’s the difference between chess and checkers? Checkers is basically a game of reaction. Your opponent makes a move, and you react in the best way that you know how. Chess players on the other hand, plan their moves way ahead of time. The best chess players will already know...
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Don’t Forget to Dot Your “i”s and Cross Your “t”s! The difference between a mediocre painting put together by an amateur and a masterpiece crafted by a true artist is not in the broad strokes, but in the smallest details. Even though this difference is small, it is meaningful; the work painted by a master...
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Overcoming the Charlie Brown Syndrome Don’t Let Potential Clients Entice You with Empty Promises Charlie Brown is the poorest role model for complex sales professionals. Here’s why: every time Lucy sets that football up for him, he makes the same mistake of trying to kick it. He never learns; for all we know, he will keep trying...
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Four of the Worst Sales Pitfalls and How to Avoid Them The four items listed below are some of the most foolish things that sales people do on a regular basis. These are things that you must avoid if you want to be successful in winning deals and making money. Being aware of these pitfalls...
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