SALES ADVICE The biggest key and the most difficult task for companies and their salespeople involves fundamentally changing the way they view sales. Traditionally, sales have been made by solicitation initiated by the sales professional. This hunting or seeking out or prospecting, as it has been called for decades, needs to be replaced with philosophy […]
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The Drill You know the drill. You are talking with a prospect either face to face or on the phone and they try to blow you off by saying something like, “Can you leave me some literature, or can you fax or email me something.” When you hear this, your gut tells you they have […]
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The Proposal In 1990, Howard Schultz had a proposal for a small coffee wholesaler in Seattle called Starbucks. At that time, the average cup of coffee sold for 50 cents and Schultz wanted to help them sell the 50 cent cup of coffee for $5. Of course, the people at Starbucks, and other players in […]
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