From quite early on in our sales careers, we are encouraged to explore every sales opportunity that presents itself – in fact, in some companies, salespeople are brainwashed into believing that “all business is good business.” And of course, we do not challenge this fallacy, simply because we don’t know any better – we are on […]
What Gets Buyers To Say “Yes, I’ll Buy”
When we agree to an idea or proposal, it’s because there’s something in it for us. It’s hard to influence people who can’t see what’s in it for them. Sounds one-sided, but it is true. Call it self-interest, selfishness or whatever. It is only human nature to ask, ‘What am I getting from this?’ People […]
It’s Time to Get Close To Your Pipeline – And Stay Close!
We are almost into the final “selling phase” of 2015 and, at this time of the year, I always urge a total focus on “closable opportunities” for a really big finish. It takes courage, and a real sense of realism to focus in on what is probable – not just possible. This is not a […]