Who Is Really Making The Big Decision?

Who Is Really Making The Big Decision?

A sales rep came to me excited but concerned about a potentially large sale. He relayed:  “I have a new account that has a perfect application for a welding robot, but I don’t think my contact will be able to make the decision on a purchase of this size. I sold a...
Selling to a Unique Interest

Selling to a Unique Interest

Selling is about developing trust that evolves into long-term personal relationships.  I find it most difficult to get past the initial connection with someone and enter the “trust phase,” as this process takes time and my life is often over booked. In addition,...
It All Starts Inside You

It All Starts Inside You

Stay Positive and Busy I recently received a call from a successful and highly skilled sales executive. I had watched him grow his base of quality accounts with integrity and a strong work ethic. He relayed to me that the Coronavirus pandemic had devastated not only...
Build a Better Deal Through Relationships

Build a Better Deal Through Relationships

I was working with a rep in a new market, one that we had been developing for only a couple of years.  A customer that we had picked up early on requested a second visit. He seemed to be “shopping” our prices. At our meeting, I noted that the customer had...
4 Tips for Speaking Like a Pro

4 Tips for Speaking Like a Pro

I received an email from an engineer inquiring about my seminar, “Speaking with Confidence.” He told me he had to give a five-minute presentation to 50 people in four days. He wanted to know if I had time to help him get over his fear of speaking and boost his...
When Your Best Price is Not Good Enough

When Your Best Price is Not Good Enough

I was recently asked to join a rep in a meeting to advise on price with a customer to close a very large sale, potentially our largest of the year. The vendor we were representing also participated in the meeting.  The company president reviewed our proposal with her...