sales advice product knowledge

Sales Advice: Show Up and Throw Up

Salespeople show up and throw up. They show up and vomit on their prospect! They vomit product knowledge and information. The one thing that a salesperson knows more than anything else is their product. Hence, the more a salesperson is trained…
sales advice do clients have money

Sales Advice: Do Clients Have Money?

The time to find out if people don't have money is before you give them a presentation--not after. And the time to find out whether or not they're willing to give you some of their money is before you give a presentation--not after. The time…
Sales Advice Assumptions

Sales Advice: Are you Making Assumptions?

Here's how you know if you're making assumptions: You go in, you talk to somebody and then you give a presentation. And then you find out after all said and done, they got a silent partner that they need to run it by. You made an assumption…