In most sales situations you’ve got to know a lot of details about a prospect’s operation before you can offer good solutions aligned with their needs, concerns, values, and buying attitudes. To learn those details we need to develop skill … Continue reading →
What’s the one attribute, the single most important quality that you’ll find at the heart of every successful, high performing sales person? Is it social skill? Is it product knowledge? Trustworthiness? Determination? Persistence? Empathy?
Is there someone on your sales team who seems to have all the luck? You know, that guy who’s always telling excited stories about how he landed a great referral or turned a new account into a multiple win by … Continue reading →
Winning new commercial accounts usually comes down to delivering improvements in one of the three arenas of competition: price, service or coverage. Recently, though, we heard a story that took success to another level and made everyone a hero. Here’s … Continue reading →