Selling Skills

3 More Reasons Why Customers Don’t Buy!

Posted by on May 1, 2014 at 1:19 pm

Losing a sale can be a painful experience.  You identified your potential customer.  Then you spent hours, days or weeks engaging the client.  Finally, you proposed a solution.  All of these efforts consumed time and energy that you could have been spending with another potential customer who would have purchased from you.  It just hurts […]

Bryan Flanagan describes the B.E.S.T. personality profiles

Posted by on May 13, 2013 at 7:31 pm

Bryan Knows Personalities Bryan Flanagan understands that competitive advantage in business is gained by investing in people.  He also understands that to be successful as a salesperson, sales manager or sales executive you must understand your personality style and the personality style of others.  My experience has taught me the exact same thing.  In this […]

How to be a better salesperson – Learn from an expert

Posted by on February 17, 2013 at 12:42 pm

Have you ever considered that you can learn how to be a better salesperson from a marketing person?  Many times salespeople think that the only way that they can learn about how to be a better salesperson is by listening to sales managers, sales vice presidents or other successful sales people.  It is true that […]

Using Pre Approach to Establish Yourself as a Sales Professional

Posted by on September 15, 2009 at 6:33 pm

Establishing yourself as a sales professional with your clients and customers is one of the key aspects of success in sales and using pre approach is one of the most practical methods for quickly positioning yourself as a professional.  Pre approach is simply gathering information about your clients and learning as much as possible about […]

A Sales Mediator! This is your new sales role

Posted by on May 18, 2009 at 8:33 pm

In the past you probably have played the role of a facilitator. Today however, your role might be closer to the role of a mediator than you have ever experienced. Have you considered the difference?

What can a dog teach you about sales?

Posted by on February 26, 2009 at 8:48 pm

What can a dog teach us about sales. Quite a bit! Read this blog to learn more.

Sales Process – Keep your eye on the door, not the counter!

Posted by on January 29, 2009 at 9:43 pm

As sales people we are taught to understand the sales process for each of our pipeline opportunities. Much of the sales process focus is on the work that is completed prior to making the sale.  However, something happened yesterday that reminded me of how important that it is to understand the sales process from the […]