Tag Archives: sales skills
Overcoming Adversity in Sales – A Short Story
Sales is a great training ground for overcoming adversity, because you face it every day. Early in my career, I hit a rough patch where I couldn’t sell anything. I was supposed to open two accounts a week, and I hadn’t opened any in a month.
It was the dead of winter and already dark, [...]
Pounding the Pavement Is One Tough Way to Sell
You may have heard the expression pound the pavement to describe a sales rep who goes door to door peddling his wares and looking for new customers. Well, you’re hearing from someone right now who actually did pound the pavement when he started his selling career, back in the dark ages before the internet [...]
Defeat Sales Anxiety by Asking These Great Questions
If you’re the sort of person who gets uncomfortable in a selling situation, as some entrepreneurs do, it helps to go into battle armed with great questions. Here’s a list of some I’ve used that lead to comfortable, positive conversations. Hope they help, and please – share share your great sales questions in the comments [...]
The One Key to Successful Sales — and Life, by Robert Hruzek
Note to Reader – My friend Robert Hruzek is kicking off a few days of guest posts with this fabulous (and ambitiously titled) entry. I’m so grateful to Robert and other writers who are giving me some much-need free time. Enjoy!
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Many thanks to Brad for daring (brave soul that he is) to allow me [...]
Do You Remember the Basics?
Back several years when I was managing a very successful sales division, I was in a bar with my assistant sales manager waiting for a giant prospect to show up for an introductory meeting. My associate and I were on top of the world, puffed up with pride. Over our vodkas on the rocks we [...]
Real Life Sales Stories – Responding to Pressure
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Why Don’t Sales Reps Report Back on Leads?
In a recent post about the importance of providing feedback on leads, commenters Karen Swim and Ricardo Bueno prompted the question, why don’t sales reps provide feedback on leads?
What do you think? Here are a few ideas that come to mind.
Poor organization. Sales people who really work at prospecting tend to have more [...]
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Sales Tip – When You Find a Winning Formula, Drive It into the Ground