Archives - August 2017

Many sales reps who have been in the business for a while have been experiencing a steady decline in their performance for the last decade or so.  Unfortunately, most of them cling to the ways of selling they learned two or three decades ago, despite the fact that these techniques are no longer effective.  These …

During a sales call or demo, it is easy to be very product-focused.  After all, the product is what you’re there to talk about, right? In my last post, I talked about why focusing on your product or service during a sales call is the #1 mistake you can make.  Your customer wants your conversations …