Improving Business Relationships
By Michael Boyette Are you having the same old, same old conversations with customers and prospects? Ones that start like these: Tell me about your business Let me tell you about my product Just checking in How’s it going? Not much; what’s new with you? These are antiquated conversation openers that go back to the days when customers brought in…
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A best practice for sales people by Dave Kahle, author and leading sales educator. It’s so easy to become complacent and satisfied with our “relational comfort zones.” Those are defined by the people with whom we have developed comfortable relationships, who can be counted upon to see us and spend some time with us. These people make us feel comfortable.…
Read More Self-directed learning is the ability to absorb new information about the world, and to change one’s behavior in positive ways in response to it.
Read More Suppliers to the automotive industry do not accept price increases unless they have zero alternatives. How do we handle this?
Read MoreGood sales managers will tell their staff that it’s OK to get no for an answer as long as it’s during the initial call or sales visit. This makes perfect sense as no one wants to spend their valuable time when the opportunity for a sale simply doesn’t exist. But in the world of sales, no does not always mean…
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Thinking about Sales… By Dave Kahle It’s a difficult year for a lot of sales people. The world is changing rapidly, and every new headline contains information that seems to impact business in a significant way. The competition is more active, customers are more discriminating, and nobody has enough time. There was a time, just a few years ago, when…
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