One of the worst and most painful selling situations occurs when you get caught with your hands in the cookie jar.
The Sales Challenge
This old sales dog remembers a day when Buyers used to set aside two hours each month so that non-incumbent vendors could bring in their new ideas and wares.
I have long believed that anyone who says, “You are so lucky that you get to travel” does not travel.
There is persistency and then there’s fruitless pursuit. The sales rep, while diligent, knows his/her limits when it comes to tracking down a prospect. In this week’s blog, Bill Farquharson applies a little Kenny Rogers’ thinking to the pursuit of sales.
If the world were fair, salespeople would be paid a fair wage for a fair job and not influenced by their paycheck.
What is your reaction if your sales rep walks out the door at 2 p.m. on a Friday? Depending on his/her sales standing, it ought to be "Hit 'em down the middle!" with the sincerest of back slaps. Is it, or do you silently (or perhaps not so silently) stab him in the back as he leaves? This week's blog by Bill Farquharson explains why this age-old habit should be honored.