Your employer may offer some job-specific training, but in the long run, you’re responsible for your own professional development. To keep your selling skills sharp, follow this sales advice: • Read widely. Look for books and articles (online and in print) with fresh points of view that will open your mind to new professional techniques […]
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The popular stereotype of the career salesperson is still shaped by the image of Arthur Miller’s Willy Loman. You remember Willy, the doomed hero of the play Death of a Salesman, whose livelihood seemed to depend, for most of his career, on smiling relentlessly, slapping backs, keeping his shoes shined and striving endlessly to be […]
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Most salespeople operate from an entirely self-destructive paradigm. They operate with the mistaken belief that it is their job to present proposals and quotes to any potential buyer that requests that they do so. They unilaterally give proposals and quotes without requiring the buyer to make any commitments or decisions. They willingly give away free […]
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