How to gain customer commitment

How to gain customer commitment

A rep came to me with the news that he was finally making headway with a prospect, but had trouble with them making the commitment. His new contact had told him that he would “think about” his proposal.  As his manager, that phrase did not trigger enthusiasm....
4 Elements to Overcoming Inexperience

4 Elements to Overcoming Inexperience

The seasoned salesperson knows where he/she is going and how to get there. It’s typical, however, to those new to the profession to feel insecure. In fact, it’s a good sign. Quoting Socrates, “The beginning of wisdom is recognizing the depth of your ignorance.” As a...
Building Self-confidence

Building Self-confidence

Self-esteem can be a bit of a misnomer as it often does not come entirely from within. The process of building self-confidence requires the support and encouragement of others. I was fortunate to have a father who bolstered my ego early on. Our family owned a retail...
The Efficient Home Office

The Efficient Home Office

Many of the sales managers and reps I advise have commented that working from home during this pandemic has made them more efficient. This has come as a pleasant surprise to companies that previously had only on-site employees. Many companies are now moving to make a...