A sales person is a problem solver.  Diagnosing the prospect leads to solving problems and problem solving leads to sales.  Doctors diagnose, treat and cure.  They want to find the root cause of a condition instead of just treating the symptoms.  No principle could be truer in the world of selling, but so seldom practiced.  [...]

Many salespeople wait patiently at their desks for the phone to ring so they can write sales orders with existing and new customers.  When the phone rings they are all about getting the order and if need be, jumping through hoops to satisfy the customer and demonstrate their customer centered service.  Until the phone rings [...]

Very few people would go on a vacation without first planning and scheduling their time, activities and transportation.  You wouldn’t start out hoping you would arrive at your destination without any preparation.  You would put together a detailed plan, that when followed, would allow you to arrive as planned and scheduled.  Successful salespeople know from [...]

As the proverb states, “Patience is a virtue” and everyone could stand to use a bit more in their sales process. Never lose sight of the principle that people don’t want to be sold they want the opportunity of maintaining personal control of the buying process. Buyers want the purchasing moment to be their decision, [...]

I asked my wife Peggy what I should write about this week.  Without blinking an eye she said honesty.  “Salespeople only tell you what you want to hear,” she said.  “They’ll promise you everything and deliver nothing,” she continued.  I ‘m getting the feeling that my wife doesn’t like salespeople.  However, I know she does. [...]

There is more than one satisfactory solution to a prospects needs.  Many products are equally good and several competitor companies can have stellar reputations.  Guarantees and warranties can be similar and service is frequently over-stated.  Every Salesperson offers the lowest price, the best quality, excellent service and the perfect solution.  With everyone looking the same, [...]